Handling Price Objections & Margins

Overcoming Price Objections

Tuesday 7 December 2010

Objections are a natural part of the sales process. Yet, after 15 years of working with sales people, I have found that many have a difficult time dealing with price objections. Here are a few strategies that will help you overcome price objections more effectively.

Dealing With The Dreaded Price Objection

Tuesday 2 March 2010

Price objections are still one of the most commonly requested programs. In today's commodity-driven world it is easy to fall prey to discounting your product or service in an effort to capture the sale. However, there is a better way to deal with the dreaded price objection.

Overcoming Risk Aversion

Monday 27 July 2009

Are you getting no action from the client? Have you effectively addressed the issue of risk aversion? Here are some tools to help address the issues that everyone faces when making choices and decisions.

How To Successfully Handle Objections

Wednesday 15 April 2009

If you're like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window.

Value Selling: Getting Customers To Buy At A Higher Price

Friday 27 February 2009

Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales professionals need to demonstrate that sometimes the higher price is actually a better solution - a higher value.

How To Avoid Competing On Price

Thursday 5 February 2009

If you are getting hit with the price competition response, the strategies in this article will give you the edge!

Avoiding The Price Question Early In The Sale

Tuesday 13 January 2009

Whether you like it or not, price is top of mind with the majority, if not all, of your prospects. You probably find the question of price comes up in conversation with your prospects long before you've had the opportunity to build value. Here's an easy and effective technique for handling premature pricing questions.