You are in the middle of a negotiation you have been working for several weeks with one of your best clients who you have identified as Driver according to the Social Style Matrix and with whom you have being developing a very good professional communication and relationship:

Your customer asks you what you think of a competitors product. You know from experience with other customers that the product is unreliable and breaks down frequently. Further, given this particular customers needs, you expect that this issue would be an even bigger problem if your customer chose this product. How do you respond? Be specific about what you would say and what you think and the sales process management you will apply.

Later on the negotiation your client brings to the table a WhatsApp picture with pricing information from your competitor. Basically, your client is showing you he has a much better pricing offer, 25% less than your actual proposal. You know this 25% is not possible in your business proposal. Therefore, if you do not manage this objection, you will not close this negotiation. What do you do, be specific? How do you handle this sales objection, which of the 8 steps in the buying process could you use to manage your client pricing argument.

Based on point A and B, regarding Unethical and False Sales Practices. what factor(s) are affecting Ethical Behavior? Support your analysis with your own words.