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Whitepaper on Customer Messaging Must have Adobe Reader 8.0
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Price Objections On The Horizon Oil prices, waning demand, and inflationary fears portend one certainty for salespeople—more price objections. Even though price objections are our daily reality, be prepared for more to come. It’s a function of where we are in the economy. Being prepared means knowing how your solution brings value to the customer. How is your solution worth more to customers than their money? What is the long-term, down-line outcome of your solution? When customers reflect on this buying decision a year from now, what will cause them to say: We made a good decision to go with your solution in spite of your price? The best defense is a great offense. Be prepared for price resistance. Have two or three standard responses that you rehearse. Planned does not mean canned. Each of these can be tailored for individual situations. Always carry with you on sales calls whatever collateral materials you need to justify the financial advantage of investing in your solution. Anticipating objections does not mean creating objections. I have always lived by the formula: P + P = 2P. Planning and preparation equals twice the performance. |
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