The client, Don Kennedy, informed Alison that price was a primary concern for his firm. Therefore, during her sales call, Alison must:

Alison must pre-approach the client.

Explanation:

Since, the client, Don Kennedy, informed Alison that price was a primary concern for his firm. Therefore, during her sales call, Alison must pre-approach the client beforehand since she knows how particular the client is about the prices.

The pre-approach Involves steering a client toward the deal before the client demonstrates he is prepared to make a purchase. Pre-Approach is ideal to be utilized when an organization is endeavoring to get more customers. The salesman has to know a ton about their business when moving toward another customer.

handle this objection.

Explanation:

Alison already knows about Don's main objection (price), therefore she must now try to understand the objection. What does Don consider a high, low or adequate price? What services should be included in Don's price range?

Then Allison has to try to make an offer that fits Don's requirements. She might not necessarily have an offer that fulfills Don's needs completely, but she can try to make a reasonable alternative offer.

Finally Allison must confirm if she has satisfied Don's objection or not, if she has, then she should continue to close the sale. If not, she should look for alternative offers.