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How to Handle the Price Objection

Written by: Mike Brooks

Article Overview: You'd be amazed by how many sales reps miss the golden opportunity to find out where their prospect is when they ask about the price. Here's how NOT to make the same mistake!

How to Handle the Price Objection

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.

Related Articles
  Handling pricing and delay objections
  How To Successfully Handle Objections
  Dealing with Sales Objections: Price
  “It is too expensive”
  How To Overcome the Smokescreen Objection

Article Tags: closing sales, closing scripts, closing techniques, cold calling, inside sales, overcoming objections, phone sales, phone sales scripts, phone script, phone scripts, phone scripts examples, prospecting, telephone scripts, telesales



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