Nov 19 2009
Daily Sales Tip #97
There are some things that you should try to emphasize when dealing with a pricing objection:
- Stress the value of ownership versus the cost of purchasing.
- Stress the value of the service versus the cost of the service.
- Stress the value of long-term benefits versus the up-front costs.
- Stress benefits rather than features.
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Interesting approach John. Each constitutes you effectively tackling the objection head-on as it were. But what’s your opinion on the Sandler approach in which the last thing you should do is try to justify price in the way you suggest? Instead, their advice is to guide the prospect to the position where *they* justify the price.