Call Us Today 0800 849 6732

Tag Archives: How to deal with price issues

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

Posted on Have Your Say: Leave a comment?

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? [...]

Posted in Objection Handling | Tagged , , | Leave a comment

Is It A Price Objection Or Sticker Shock?

Posted on Have Your Say: Leave a comment?

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. [...]

Posted in Objection Handling | Tagged , , | Leave a comment

Price Objection? Is It The Price Or The Cost?

Posted on Have Your Say: Leave a comment?

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 [...]

Posted in Objection Handling, Pricing, Sales Presentations | Tagged , , , , , , , | Leave a comment

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

Posted on Have Your Say: Leave a comment?

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.     [...]

Posted in Offering Discounts | Tagged , , , , | Leave a comment

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

Posted on Have Your Say: Leave a comment?

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 [...]

Posted in Objection Handling, Poor Selling, Sales Interactions | Tagged , , , | Leave a comment