After explaining the features of a digital camera, the customer says she will look around and see if she can find a less expensive one first. What should you do?

After explaining the features of a digital camera, the customer says she will look around and see if she can find a less expensive one first. What should you do?

• A. Provide the customer a list of competitors that sell the camera and encourage the customer to shop for the best price.
• B. Inform the customer that the item will be going on sale and ask if you can hold one for her to pick up during the sale.
• C. Inform your manager that customers are not buying cameras from you because they are shopping around for a better price.
• D. Reinforce the features and benefits that matter most to the customer and try to sell the camera at full price.

Answer: (B)

When a customer is price-sensitive, the best move is to acknowledge the concern and offer a practical path that keeps them engaged. Telling her that the item may go on sale and offering to hold one for pickup during that sale addresses her need to shop around while protecting the sale for you. It demonstrates proactive service, keeps the product in her hands, and creates a clear option to complete the purchase at the right time, either during the sale or at a later decision point. This approach respects her wish to compare prices and reduces the chance she buys from a competitor, while also signaling you’re focused on helping her get a good deal rather than pushing for full price today.

When a customer is price-sensitive, the best move is to acknowledge the concern and offer a practical path that keeps them engaged. Telling her that the item may go on sale and offering to hold one for pickup during that sale addresses her need to shop around while protecting the sale for you. It demonstrates proactive service, keeps the product in her hands, and creates a clear option to complete the purchase at the right time, either during the sale or at a later decision point.

This approach respects her wish to compare prices and reduces the chance she buys from a competitor, while also signaling you’re focused on helping her get a good deal rather than pushing for full price today.