12 Ways Of Handling The Objection The Price Is Too High

Because products or services do not sell themselves and customers raise objections that need to be answered; opportunity is created for the skilled salesperson to earn salary or commission. Handling the price is too high objection is a sales skill that must be mastered by the professional salesperson, especially if they are selling high end products or services. Product here could also be a business opportunity. Here are 12 ways of handling the objection the price is too high.

1.) Answer the common objections during the sales presentation. If the salesperson believes the price is too high and other common objections for their industry are likely too occur, then the best way to handle it is the raise the objection and answer it during the presentation.

2.) Use a good well rehearsed sales script. A good sales script will eliminate most objections before the close, and may contain a trial close, and keep the salesperson from saying and doing the wrong thing. If you need more help obtaining a sales script or more information then contact me.

3.) Tell a success story about a customer who had the same objection and explain how the product or service was successful in solving their problem.

4.) If the customer asks about price too soon before value is built, postpone stating the price until the benefits are built up to increase value to exceed the cost. It is more important to explain benefits then features.

5.) If a big package is being sold, then maybe a smaller package option can be offered to lower price.

6.) Financial options can be discussed.

7.) Show what the cost is in smaller increments such as per month, per week, per day.

8.) Compare the price to other vendors or service providers if their price or value can be beat.

9.) Compare using the product or service to what the customer is currently doing and how the customer can save money or increase the customer’s value or service using the product or service.

10.) Offer a guarantee to reverse the risk away from the consumer.

11.) If the objection is constantly being raised then the salesperson should do a better job of target marketing for wealthier prospects before setting the appointment for the sales presentation.

12.) If in fact the price is actually too high for its value and benefits then the sales person should change company or industry.

As a member of the National Association of Professional Salespeople I have agreed to only offer quality products and services that are competitively priced to qualified customers and clients.

The NAPS can be contacted at P.O. Box 2481, Placerville, Ca 95667-2481, (800)248-3555