Giving explanation

- There are 3 reasons why we cost more than our competitors
- OK.
- Firstly, we use plastic and not paper to make our products
- So?
- Plastic is stronger and more durable
- Oh, I see
- Secondly, we have 24-hour service hotline, should there be any problems
- Yes, I've used this before
- Were they helpful?
- Yes, I suppose they were
- And thirdly, we have a 30-day return and refund policy
- Ok. None of your competitors offer this
- Yes, I know

Bargaining

- But I still think you are too expensive
- But we are the best
- But I can no longer afford it
- This is a difficult situation
- Look. I have to lower my expenditure
- How long have we done business together?
- 15 years and I have been a good customer
- OK. I can give you a 7% discount
- Ok. Look, David. Can you give me a 10% discount?
- No. I'm sorry. I can't
- Ok. I will take the 7% discount
- Great. I hope that's helpful
- Ok. At least, I don't have to change the suppliers now
- Good. I'll send the new contract over tomorrow
- I look forward to receiving then