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Tag Archives: price objection

A SMALL Price Decrease Is A BIG Deal

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While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. However, a price reduction – no matter how small – done incorrectly can cost you […]

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Price Objection? Is It The Price Or The Cost?

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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 […]

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

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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 […]

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Dealing With The Price Objection

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Today, more than ever before, customers are looking at price as a key denominator in the criteria they use to judge the effectiveness of your offer. But many prospects are still hung-up on price and forget the cost justification to themselves or their managers. This element of buying criteria is influential but not overwhelming when […]

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