Tired of trying to fight price objections? All our sales training clients feel that price is one of the biggest objections they face. There always seems to be someone who is willing to sell their product for less. Stop hiding from these objections. Your ability to tackle them head-on is often the difference between making a sale or walking away frustrated by a low-ball competitor.
All Professional Salespeople know that the science of fighting price objections rests with selling value. Price is what you pay for something. Value is what you get for it. Too many Salespeople go into a big explanation on value, beating their chest about the great quality they have. They bring out research and presentation materials and then the buyer glazes over.
I’m not suggesting that this is a bad idea. I did the same as a Salesperson. After years of doing it, I simply wanted to cut to the chase and shorten my rebuttal so I didn’t sound like every other Salesperson.
I learned to lose fast and win slow. Lose fast with the wrong clients and win slow with the right ones. It’s about dealing with customers who met the ideal customer profile – the ones who wanted a fair price based on value and the quality of what I was selling. I started to fight price objections before the buyer raised them by saying things that caused them to think twice before voicing the objections. I challenged them in a tactful and diplomatic way with a smile on my face. I knew I had the right client when they smiled back at me as if to say “I wish our own Salespeople would say stuff like this.”
Before I give you the 15 Ways to Fight Price Objections, understand that you must pick the ones that seem authentic and sincere for you. Your personality, communication style and level of command must be high enough for you to have the confidence to deliver them. No one likes canned rebuttals that sound scripted and rehearsed.
Have fun with these. Practice them before you attempt them. Rehearse in a mirror or role-play with your Sales Manager or colleague. Why not record a selfie video delivering them? See what the buyer would see when you say them. Please let me know if they work for you. If you have any to add, I’d love to see them in the comments section below or email me at [email protected].
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