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The Sales Buzz Issue 51-Handling sales objections to price
November 10, 2009
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We all face them. They are amongst the most common sales objections that can stop the sale. They are the dreaded sales objections to price. The customer has a price for a similar product that cost less than yours and it stops them buying. Don't let objections to price stop your sales. Here you can get free sales training and tips on handling price objections
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In this week's newsletter we look at sales objections to price and how to overcome them.
Throughout this page you will see links to free sales objection handling information that will help you to overcome the price objections and close the sale.
Depending upon your level of experience and sales objection skills, some of the links will be vital to your understanding of the objection process.
Others you may already use and know, but it's always good to get a new idea or refresh your objection handling techniques.
So have a click around, see what there is on offer, and gain what you can from these free sales training resources...
The important first step is not to get defensive. Stay calm and accept the sales objection as part of the sales process. It's just another step towards closing the sale. Think of the objection to price as a concern the buyer has that if you handle you will gain the sale.
If you don't already have an effective sales objection process here's two great pages of free sales objection training on using a process to overcome the objections, including objections to price:
For a quick way to overcome objections you might find the Feel Felt Found objection technique is just right for your sales pitch.
Not appropriate for the big, formal sales meeting, but great for a conversational type of sales pitch. If you use a relaxed sales pitch, with an informal style of selling, this may be a great tool for overcoming sales objections to price.
This is the objection process that I use with my working sales teams. It can be adapted for any product and any sales market. It has been successful in retail sales, direct sales, B2B and Field sales in many different markets.
Take a look at an effective Sales Objection Process and see how you can adapt this process for you or your sales team.
The next step is to question the objection. Many sales people go charging in with an answer before they fully understand why the customer is objecting to the sales price.
Think about it. A simple statement such as, 'The price is too high,' can mean many different things.
The price is too high compared to what?
A price the customer thought it would cost.
The price they paid when they bought one twenty years ago.
The cost of a cheaper, inferior version that will last half the time.
Or, are they saying this purely because they think they should haggle the price.
Here's two free sales objection handling resources for you:
This is a really effective technique that comes from the discipline of NLP. (Neuro Linguistic Progamming) It looks at where the sales objection lies on the customer's map of relaity.
Yes, I know, sounds like weird stuff, but believe me this works.
If you haven't used NLP before in your sales you might want to view this page first. Open NLP objection skills and get some new ideas.
The page on defining the objection with NLP looks at what beliefs and evidence the buyer is basing their sales objection on. Then by demolishing the foundations of beliefs and false evidence their objection falls apart and you close the sale.
Open Overcoming sales objections with NLP sales techniques and take a new viewpoint with this fascinating skill.
The pages above are great places to start increasing your objection handling skills. After all, sales objections are usually the one thing that stands in your way when trying to close a sale.
Learn to overcome sales objections to price and you have a money earning skill that will keep repaying you througout your career.
You can learn more objection handling skills faster, easier, and make them specific for your sales market, by using the sales training course below.
It uses the objection skills and techniques from the pages above and condenses them into a sales training course in a workbook. You get an effective workbook course you can download and use today.
This workbook training course shows you how to handle objections that are stopping you making sales, including overcoming objections to price.
The sales training text and exercises make it easy to understand where the real objection lies, how to overcome it, and how to close the sale.
Click the buy now button to download the course now and start making money from it today for just £14.99
There's a full money back guarantee.
Secure payment using credit or debit cards or your Pay Pal account all via the secure Pay Pal site.
Help and questions answered by using the contact forms on this site.
Proven by working sales people just like you.
If you need more information before buying the sales objection training course click the image or open How to Handle Sales Objections.
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Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
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Wishing you the very best with your sales career.
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