A prospect asks for a 30% discount but the sales engineer knows the solution is already priced at the company's lowest tier. What is the best first response?
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A
Immediately approve the discount to close the deal
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B
Ask the prospect what specific value they need the pricing to reflect and uncover the underlying concern
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C
Escalate to the VP of Sales without discussing further
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D
Offer to remove features to hit the lower price point