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2 Quick Responses To, “That Costs Too Much!”

Short and sweet; here are two quick but very powerful responses to the age-old reply of, “That costs too much!” The responses are a brief summary of each concept as you can add you own flavour and style. However, I think you will get the main gist of the ideas immediately. #1 – Compared To What? This is a great question…

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Is It A Price Objection Or Sticker Shock?

A price objection is one thing. However, if you reveal your pricing and ask for the order, then after a comprehensive sales interaction, the prospect responds with a state of disbelief; you have a much bigger problem. The Molehill Really IS a Mountain In a price objection, of course, you failed to build enough value. However, if the prospect is…

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Price Objection? Is It The Price Or The Cost?

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off arguing about pounds and trying…

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The Proper Way To Reduce Your Price During The Close….But Only If You Have To!

Offering a discount to help motivate the prospect can often be a powerful inducement to close a few more sales.  However, dropping your price in the wrong way will cost you a ton of lost sales, it will reduce your margins to nothing and in addition you could lose the prospect’s trust and respect and possibly damage the credibility of your company. The Steps to a Price…

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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain…

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3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price.  You do what you can to avoid divulging the price prematurely, but the prospect insists.  If you sell a product or service such that it is impossible to quote a price until later in the process, that helps.  However, when you have…

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3 Ways to Deal With Price Pressure

The most frequently asked question we get asked on our sales courses is the one related to price. ‘How can we resist the temptation to give away the shop? We’re not a charity, but our customers often think we are’. It’s a common complaint. Even though there’s no doubt in your mind that your product or service is worth every…

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