Saturday, 30 June 2012

7 ways to deal with a price objection

How many times have you discounted your price simply because the price objection was raised?
Here are our 7 top ways to approach this common objection:

  1. Target the right 'ideal' customer to sell to, as they are less likely to be price driven
  2. Define value from the customers viewpoint not your own
  3. Ask powerful questions to establish what is 'important' to your buyer
  4. Remove or reduce the risk for the buyer by offering a guarantee
  5. Use strong benefit statements, not features, and position from as if you were in their shoes
  6. Know and rehearse your responses to the common ways such an objection is raised
  7. Have reasons why you hold a price rather than being able to discount to create empathy from the buyer

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