Have you ever heard from a prospect that your price is too high?
Did you just hear it yesterday? Last week? Multiple times a week?
As I work with companies all across the globe, this objection seems to be consistent. You do realize that buyers go through their own training, and are taught to say that to see if you are willing to drop your drawers, right? The inexperienced sales professional easily falls for that trick. The more savvy sales professional will seek to understand what the prospect is exactly looking for – as well as proactively handling this concern by asking key questions that highlight the value, and reason for the higher price (well, that is my hope, that you are doing that).
If you feel like you struggle with this in your every day consulting/selling, then I recommend reading this article I recently came across on HubSpot: 24 Responses to the Dreaded Sales Objection “It Costs Too Much.” Click “Continue Reading” and select “Read Article”
You can also take a look at attending one of our upcoming Sales Training Classes: MWI Elite Sales Academy:
Where we cover the following topics to help you catapult your success:
- Maximizing Your Minutes
- Psychology of Buyers
- Finding Ideal Clients
- Discovery – Effective Appointments
- Strategy – Competition
- Recommendations – Proposals
- Partnerships – Closing
- Seeking to Understand – Proactively Handling Objections
For any additional questions, please feel free to contact Alyssa Hoppensteadt, Director of Marketing & Events for MWI at 847.533.2593.