|Back to Back Issues Page|
The Sales Buzz Issue 297 - Objections to the Price
December 03, 2015
Objections to the Price
How to Overcome Them
Objections to the price are common and they can stop you closing sales.
They’re difficult to overcome.
You won't get past them with smart rebuttals and rehearsed replies.
That's because using those techniques you don’t get to the real cause of the objections, the buyer’s beliefs.
It’s their beliefs that support this sales objection.
Their beliefs about what the item should cost, how it compares to similar products, and maybe even their beliefs about you, the salesperson.
Take a look at this exampleBelow is an example of a sales objection based on price that you may come across.
This example demonstrates how to handle the objections to price.
Like all the sales training I present my objective is for you to understand a process.
Once you understand the process to overcome the objections adding the words is easy. You’ll also use the best words for each situation, not a one size fits all stock answer.
Example: Other suppliers are cheaperThe customer is comparing your product and its price to other products on the market.
The buyer believes that your product is similar to another one on the market that is cheaper and so they raise objections to the price.
At this point many sales people respond immediately with their best standard response to price objections. My advice to the sales people I train is: Don’t respond with an answer to the objection.
Reasons Why Prospects Raise Objections to the PriceThere are 3 reasons why you get objections to the price of your products and services. These 3 reasons are used alone or in combination by the prospect to form beliefs about the pricing of your products.
By understanding the beliefs that have been formed, and which of the reasons have been used to form them, you can change the prospect’s beliefs and overcome the objections.
Think of it this wayIf 10 prospects gave you the same objection, using exactly the same words, there could still be 10 different beliefs behind the 10 objections to the price.
Using a pre-prepared stock answer to all 10 of the objections will give you a very low success rate on closing sales.
The action you should take is to ask questions, good questions that will show you which of the 3 reasons the prospect is using to form their beliefs and what exactly those beliefs are.
To see the 3 reasons buyers raise objections to the price, how to define their beliefs about the price, and how to overcome the objections and close more sales, go to Objections to the price...
The Sales Buzz is published by the website www.provensalestraining.com.
Get The Sales Buzz Delivered to Your InboxDid you get this copy of The Sales Buzz delivered to your inbox?
Maybe you just stumbled across us while browsing the Internet. If you like what you've seen we can send you your very own copy straight to your inbox every week.
Just click the image or the link below and leave us your email address on that page.
People Like You Will Like The Sales BuzzIf you like the Sales Buzz so will your friends, team members, and colleagues.
We've prepared an invitation for you to send to anyone you think will want to see the Sales Buzz weekly ezine, and the 2 free eBooks: Need to Close Chains, and Motivators & Connectors.
Open the invitation and send to friends, colleagues, team members. As always we promise to use their email address only to send the Sales Buzz. Send an invite by opening The Sales Buzz Invitation...
I'm Stephen Craine from the website Sales-Training-Sales-Tips.com
Thank you for subscribing to The Sales Buzz, the Free Sales Training Newsletter for all sales people, small businesses owners, and sales managers.
Please feel free to copy and use the information that you find here.
All I ask is that you include a credit to the newsletter or the website, and a link back to www.Sales-Training-Sales-Tips.com.
You can see all the back issues of this free sales training newsletter at Sales Buzz back issues...
|Back to Back Issues Page|