Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price [...]

Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do have the money, which is usually never. [...]

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

You as a salesperson should give every opportunity to the prospect to ask questions and make objections if she is inclined to do so. It is desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the prospect, especially if you are [...]

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. ———- Subscribe [...]

The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from [...]

“Times are too hard, I cannot afford to buy anything“- how often have you heard that in the last few months? So what to do when customers complain about the price? Why is compromising on price such a bad idea? How to win the deal and not even touch the topic of discounting of your [...]