You’re often torn: Your customers keep asking you to lower your price, and you’ll sell more if you do. On the other hand, you and your company make more money if you hold the price line. And once you lower your pricing, it is very difficult to restore it next time. You can reconcile this conflict when you know how to respond to “Your Price Is Too High.”
Most high-dollar complex sales involve messy purchase processes. You and your prospect must weight and balance many variables, such as dozens of features, price, delivery schedule, contract terms, implementation responsibilities, service life and much more. Balancing your dual role as both salesperson and buying consultant for the customer requires you to master great skill in negotiation.
Customers ultimately have a simple choice: Buy or Don’t buy. Either choice has consequences, so you need to help them think through those consequences.
Top sales professionals do not “Handle” objections and they don’t “Overcome” them either. The highest performing reps treat objections as buying signals – questions by interested customers who want you to give them more reasons to make positive decisions.
Think of the objections you hear that prevent you from closing sales. Are you hearing these reasons directly from your prospects and customers? Are they the real reasons behind your failure to close, or is it all in your imagination? Here are five ways to get to the truth of your sales losses so you can rack up more sales wins.