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5 Ways to Handle Price Objection
| Guest post by: Alen Majer |
Article Overview: Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do have the money, which is usually never.
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Free Download - How to Handle Price Objections - Part 2 By Alen Majer |
5 Ways to Handle Price Objection
However,
there are a few time-proven methods that sales reps can use to overcome this
objection. Here are a few of them:
1. Stop the objection from coming up in
the first place. If
the sales rep asks the right questions, shows passion, appeals to the client’s
emotional hot buttons, demonstrates product knowledge and creates excitement, a
lack of money will not be a deal killer. The funds will be found. Seldom is it
that money stands in the way of people who really want to do something.
2. Frame the price in relative terms. This begins by researching the market
and seeing what the competition is charging. If the price your competitors
charge is higher, contrast your price. If their cost is lower, emphasize the
unique selling proposition of your product/service and quote a higher price
than your product/service sells for – then immediately let your client know
that they can purchase it for a reduced price. This approach will sound like a
bargain…and who can resist a bargain?
3. Drive home the cost of not
buying your product/service. This means educating your client on the benefits of your
product/service, and the rewards that they will reap by buying now. This begins
with the sales rep having detailed product knowledge, then illustrating the
savings of time and/or money that your product/service can offer your client.
4. Know your client’s deepest concerns,
and explain how your product/service will solve them. Become familiar with the business and
industry your client is in. What keeps them up at night? How can they gain a
competitive edge? How can your offer make their life easier? Once you have
answered these questions, it is then only a matter of presenting your offer as
a way of solving your client’s problems and thus making their life easier if
they accept your offer.
5. Remove the price from the conversation
and qualify them again
– “Let’s forget about the money for a second – do you see your company
benefiting from this product?”
Keep these
points in mind, and remember that it is all about the client – not you! If
these ideas are presented correctly, many price objections will be overcome.
Handling pricing and delay objections
How To Successfully Handle Objections
Dealing with Sales Objections: Price
“It is too expensive”
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YOUR PRODUCT COSTS TOO MUCH!
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The 5-Step Method of Handling Objections
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Become an Expert at Handling Price Objections
The Price Objection
Objections are Requests for more Information
How to Handle Price Objections - Part 2
The Price Is Right
Dont But Heads With Customers
Selling Value
Cutting Through Stalls and Objections
Tips for Effective Appointment Setting - Objections Handling Overview
Article Tags: handling objections, how to handle objections, objection handling, price objection
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About the Author: Alen Majer RSS for Alen's articles - Visit Alen's website Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better. Alen is author of these books: ■ Selling IS Better Than Sex - www.SellingIsBetter.com Sales Training Programs: ■ Get More Appointments TM Summary: - 20+ years in international sales and business development, 10+ years in sales management, coaching and training Alen has inspired audiences from St. John's to Vancouver, and across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, Alen achieves your objectives. To book Alen Majer, one of Canada's top sales experts, please send an email to alen@alenmajer.com.
Click here to visit Alen's website   3 reasons why you lose a sale |
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