Even though the price objection is nearly as old as time itself, sales people still struggle to overcome it. Think about it: in the markets of ancient Egypt, a shopper at a stall objected to a vendor selling something, and their objection was that it cost too much! With centuries of experience at getting this objection, you’d think we, as sales professionals, would be better at handling it.
The good news is that there are some proven strategies and techniques that will help you deal with and overcome this age old objection.
Sign up for Mike Brooks’ new Webinar “How to Overcome the Price Objection” this Thursday, April 27th, at 1pm EST/10am PST Sign Up Here
But let’s start at the beginning. First, if you are getting this objection at the end of your presentation, then you haven’t done a thorough enough job of qualifying for it in the beginning of your sales cycle. You should never be ambushed by, “It costs too much” when you ask for the sale. To avoid that, use any of the following wording during your qualifying stage:
“And just to let you know, the range of participation is anywhere from $5,000 for our introductory service, up to $25,000 for the full suite of services. Where would you fit, again, if you like what you see?”
If your prospect comes right out and asks you for the price, respond with:
“The good news is that this service is only $250 to get set up, and then just $199 per month on a no obligation, month to month basis. Is that something that would work for you if you liked what you see?”
So that is on the front end. At the close of your presentation, if you get the price objection, you can use a variety of closes, including my favorite:
“{Prospect’s name}, let’s put price aside for a moment. Assuming this were something you could afford (or were more within your budget), does this solution look like something you would choose?”
As you can see, the key to qualifying for and handling the price objection is in being prepared with good scripts.
To help you get even more prepared to handle this objection, join Mike for a full webinar where he will give you even more proven word-for-word responses to help you successfully overcome this objection.
In this proven webinar, you’ll learn:
1) How Top Producers across all industries handle this objection
2) Why your best option is to NOT answer it at all!
3) The proven technique of what to say – and three examples of how to say it
4) How you can use this technique to deal effectively with other objections as well
5) An email script to use when prospects aren’t responding to you any more
If you want to stop struggling with the price objection…
Then Register Now for Mike Brooks, Mr. Inside Sales: “How to Overcome the Price Objection”. You’ll be glad you did!