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Is it Really a Price Objection? By Tom Reilly, author of Crush Price Objections (Motivation Press, ISBN: 0944448143) Your price is too high! The ubiquitous objection that is a daily reality for most salespeople. But, is it really a price objection or is it something else? Separate studies show that at least half of all price objections are not real. Is the price too high or is the buyer on a fishing expedition to see if there is a cheaper price available for the asking? What is the buyer really saying? Is it a price objection or is it a package objection? Is the price okay but the buyer is really saying that your package may not justify the price? Could it be that your price is okay but the competition has offered something to the buyer that misleads the buyer into believing your price is out of line? Is your price too high or is their budget too low? Maybe the buyer is operating with low expectations or too little a budget. Is your price too high or is the buyer experiencing sticker shock because they have not made this type of purchase before or it has been a while since the buyer has purchased? That someone says your price is too high is really their saying that the price is higher than THEY want it to be. Their opinion is not gospel. It is only their opinion. I bet there are at least as many customers who believe that your prices are exactly where they need to be. Hold the line on your prices. Remember, first they test your price; then, they test your resolve. About the author: Tom Reilly is a professional speaker and author of Value Added Selling. |
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