How to Handle the Price Objection
How to Handle the Price Objection
1) Remain silent, waiting for them to ask another question
2) Keep pitching their product or service.
3) Move onto another qualifying question.
Guess what? All these responses are wrong. If you do any of these, you're missing a golden opportunity to find out where your prospect stands in regards to budget. The right question? Ask them how they feel or where they stand in regards to the price you just gave them. Use any of these:
1) “How does that price sound to you?”
2) “Is that within your budget?”
3) “Which of those price points appeal to you the most?”
4) “Is that what you are looking to spend?”
Whenever your prospect asks about the price, and you give it, you deserve and must qualify on it. The Top 20% automatically do and move that much closer to getting the information they need to close the sale.
The other 80%? They miss this golden opportunity because they don't qualify for it. From here on out, incorporate these price-qualifying questions each and every time your prospect asks you the price of your product or service. You'll be amazed by how much more information you’ll get, how much more control over the sales process you’ll have, and how much better your results will be.
How to Handle the Price Objection - To learn more about this author, visit Mike Brooks's Website.
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When your prospect asks you about the price of your product or service, what's important is not that you tell them, (which is perfectly fine, by the way) but rather what happens next. Ask yourself, “What do you say after you give them the price?" 80% of your competition either:
1) Remain silent, waiting for them to ask another question
2) Keep pitching their product or service.
3) Move onto another qualifying question.
Guess what? All these responses are wrong. If you do any of these, you're missing a golden opportunity to find out where your prospect stands in regards to budget. The right question? Ask them how they feel or where they stand in regards to the price you just gave them. Use any of these:
1) “How does that price sound to you?”
2) “Is that within your budget?”
3) “Which of those price points appeal to you the most?”
4) “Is that what you are looking to spend?”
Whenever your prospect asks about the price, and you give it, you deserve and must qualify on it. The Top 20% automatically do and move that much closer to getting the information they need to close the sale.
The other 80%? They miss this golden opportunity because they don't qualify for it. From here on out, incorporate these price-qualifying questions each and every time your prospect asks you the price of your product or service. You'll be amazed by how much more information you’ll get, how much more control over the sales process you’ll have, and how much better your results will be.
How to Handle the Price Objection - To learn more about this author, visit Mike Brooks's Website.
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 Handling pricing and delay objections
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Dealing with Sales Objections: Price
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| This objection is sometimes misunderstood in that when a prospect objects to cost, what the prospect is really objecting to is the value/s he currently perceives related to the cost. |
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“It is too expensive”
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How To Overcome the Smokescreen Objection
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YOUR PRODUCT COSTS TOO MUCH!
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| Sales people the world over tell me that the price objection is the biggest objection that their prospects bring up.
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Bernard ReberBack in late 1992, MS Access hit the streets. About that time the company I managed needed new software to handle their growing client base and I decided to try this new product. I had little difficulty writing and adapting a database to suit us and discovered a hidden talent for programming. A business was born. With business studies and 25 years of management experience in three different countries under my belt, I could offer a unique combination of skills and my customers agreed. From these humble beginnings my software 'invoiceit' emerged in 1999 and has since been taken to 49 states (hello Wyoming, won't you join us?), all across Canada and more than 70 other countries. From the very beginning the program included cashbook accounting, the simplest form of keeping financial business records. The Dictionary.com defines 'cashbook' as "A 'book' in which to record money received and paid out". For 'book' substitute 'simple software' and that's what I'm about. Now I have published Simple Accounting, an inexpensive spreadsheet solution which even you can master. For just $14.95 it costs less than a takeout meal! More at http://www.scrambled-card.com/simple_accounting_main.htm - Visit Bernard Reber's Website |
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 Mike Brooks (Visit Mike's Website) Mike Brooks is president of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm that teaches companies and sales reps how to become Top 20% producers. Author of, "The Real Secrets of the Top 20%" (Amazon.com), Mike is hired by sales excutives to teach and train their reps how to reach decision makers and close more business. If you do business over the phone, either setting appointments or closing sales, then call Mr. Inside Sales today: (818) 999-0869! Mike specializes in working with business owners who have under performing outbound or inbound inside sales teams either business-to-business or business to consumer. He offers FREE Closing Scripts, and a FREE audio program designed to help you double your income selling over the phone. If you want to close business like a Top 20% Producer, then learn how at: www.MrInside Sales.com If you found this article helpful, then you will love Mike’s new book: “The REAL Secrets of the Top 20% - How To Double Your Income Selling Over the Phone.” You can read about this by clicking here: www.mrinsidesales.com/bookmar keting.htm
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