Mon, 13 October 2008
How to Handle the Price Objection
Now on to today’s topic which is how to handle the price objection. Now here’s what to do:
When your prospect asks you about the price of your product or service, what's important is not that you tell them, but rather what happens next.
In fact, let me ask you: “What do you say after you give them the price?" 80% of your competition either:
1) Remain silent, waiting for them to ask another question
Guess what? All these responses are wrong. If you do any of these, you're missing a golden opportunity to find out where your prospect stands in regards to budget. The right question? Ask them how they feel or where they stand in regards to the price you just gave them. Use any of these:
1) How does that price sound to you?
Whenever your prospect asks about the price, and you give it, you deserve and must qualify on it. The top 20% automatically do and move that much closer to getting the information they need to close the sale.
The other 80%? They miss this golden opportunity because they don't qualify for it. From here on out, incorporate these price-qualifying questions and always, always use them. You'll be amazed by your results.