Thoughtful Thursdays – Price objections?
One of the most common sales “problems” that my clients face is the price objection. No kidding! Really?
Everyone is looking for the best price, I am no exception. If a seller is prepared to lower their price, why not take them up on it.
I suggest to my clients to think about it before responding to the objection:
- Are you sure they needed a lower price or were they just asking?
- A price objection does not necessarily mean the customer wants to negotiate
- Are you so anxious for the order that you are willing to take money out of your own pocket to get it?
Sometimes it is not easy to think clearly on your feet in the heat of the moment, and securing the order becomes the only goal. This is not good.
The successful sales professional addresses price objections by anticipating them. They have thought about reasons their customer present and have responses prepared well before the objection is encountered.
Don’t get caught in a price squeeze. Anticipate and be ready for the price objection.
Be mindful that lower prices are not good for your business or the industry it operates within.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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