Overcoming the Price Objection

Sales trainer Mike Brooks is an expert on inside sales, and often shares phone scripts that have worked for him and his clients. Today he shares his favorite script for overcoming the dreaded price objection.

Have you ever been on a close with a prospect who is objecting to your price, even grinding you to lower it, and yet is still on the phone with you?

Have you ever had someone complaining about how your price is too high, about how they can get it cheaper with a competitor, and yet is still not buying from them? Instead, he's still arguing with your price??

If any of these things has happened to you, then I've got the perfect script for you. Use this:

"___________ you can always get it (your product or service) for less money. Heck, we could do a Google search right now and I'll bet we could come up with a few different options that are even cheaper than what you're telling me you can get it for now. The question is - why aren't you going with them? Isn't it because there comes a time when price isn't as important as the loss in quality, service and results?

And that's why our clients keep doing business with us. When you begin getting (the results of your product or service), you'll also understand why our price is worth the value and results you get with us. You can always get it cheaper, but you can't get our results that pay for themselves over and over again. Let's do this...(suggest starting with an introductory package)."

This script works because it says exactly what you're thinking - "If you can get it cheaper somewhere else, then why aren't you going with it?"

The reason they aren't is because they are sold on your solution, but they just want to grind you for a lower price. And why not? Most sales reps (the other 80%) often cave in and lower their price.

But not the Top 20%.

They know that if someone is on the phone talking about their solution, then there is some real interest. They know not to drop their price, but rather, they know to build value. And you should, too.

The next time you're dealing with a prospect who is complaining about the price, or telling you they can get it for less money elsewhere, then use this script before you drop your price.

It will work, and you'll make more money!

Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.