Wednesday, September 12, 2007

What's Your Toughest Objection?

If you're like most salespeople, it's the price objection.
You can overcome price objections with ease if you keep this advice in mind:
"Focus on the price difference, not the price," suggests Brian Jeffrey, sales expert and contributor to Top Dog Sales Secrets. "Your price is high in comparison to what - someone else's price? Instead of arguing price, find out what the other price is, and focus on the difference. You may be 10% more expensive than your competitor, but if that 10% buys your prospect 30% greater benefit, you are adding value. The key is to avoid using the larger number in your discussions. Use phrases like, 'For an investment of only $50 more, you'll be getting...' or 'Let's see what that extra $75 gives you.' This focuses the prospect's attention on the relatively small dollar difference, not the greater dollar value of the sale," explains Brian.
Take the time to explain your value to your prospect and you'll be over the price hurdle in no time. Learn more from Brian Jeffrey and 49 other top sales experts in Top Dog Sales Secrets.
Brian Jeffrey, CSP, is president of Salesforce Assessments Ltd as well as a sales management consultant, columnist, author and former sales trainer with over 40 years' experience.

No comments: