A little probing of the objection helps too.
"Do you have a target price in mind - a monthly payment, a fixed price, a down payment?"
"Are you comparing our product to another you are considering?"
If "yes" then ask them to lay it out on the table, to see if it is "apples to apples". If you have packed in value, there is no comparison.
Sometimes price is a smokescreen for some other issue. In which case, "Before we talk more about price, are there any other concerns you have about our offer?"
or the classic trial close "If I could show you how easy it is to cost-justify the upgrades, would you go ahead today?"
or, more simply, "Besides price, is there anything else standing in the way of us doing business?"
At other times the price objection is not an objection at all, but a buying signal. They have made up their mind to buy, and now want to negotiate. In that case, "You want to move on now and talk money? OK, thank you for your business. But first, let me make sure that I have accurately noted your order".
"Yes, the price is firm. Now, which credit card would you like to use for the deposit?"
If all else fails, you might want to go back a step or two in the sales process. Back to qualifying. Do the people you are talking to have the money, authority and desire? (Are they truly MAD?) If they have the money, and if they are authorized to spend it, then go on to the next step, which is to sell them on your solution to their pain. If they haven´t felt the pain, they don´t need the solution. If these steps are solid, the close is an easy next step.
Objections are Requests for more Information - To learn more about this author, visit John Brennan's Website.
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John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
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