HOW TO HANDLE PRICE OBJECTIONS

Before you can effectively respond to an objection, you need to find out the real reason for the objection. Asking questions is the best way to do this.

Keep in mind that when you get resistance in the beginning of a call, before you have a chance to talk about your company or your products, it could be just an automatic response, or a brush-off to get you off the phone. This is a natural, human reaction to a sales call. Your call is an interruption in the prospect’s day. The best way to handle a brush-off is to try and get the prospect involved in a conversation by asking questions.

OBJECTION: "Your price is too high."
Isolate the objection by asking questions and you will find out if there is another objection. If there is something else which is important to the customer, like good service, product knowledge, quality products or fast delivery, you can focus on these benefits, rather than price.

RESPONSE:
"If it weren’t for that, you would go ahead and order from us?" or "Is that the main thing holding you back right now?" or "Assuming we agreed on price, what else is important to you?"

WHAT CAN YOU OFFER THAT COMPETITORS DO NOT?
VALUE in the way of great service, good product knowledge, building long-term relationships. REMEMBER all the benefits you offer when speaking with new prospects. Remember all the reasons why current customers like doing business with your company.

About the Author

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