Sales Strategy

Diffuse The Price Objection Without Discounting May 26, 2015 (0 comments)

Burlington, ON, Canada—Sales trainer and author Kelley Robertson has a favorite saying, “just because someone says you’re too expensive does not mean your price is too high.” While price is a factor in every sale, it’s seldom the primary reason behind someone’s final buying decision, he says.

In a recent blog on Fearless Selling.com, he lists seven reasons why people say, “it’s too expensive:”

1. Don’t see the value
2. Exceeds their budget
3. A competitor is cheaper
4. They can’t afford it
5. Their perception is unrealistic
6. It’s an excuse
7. It’s a negotiating tactic

But instead of instantly reacting with a discount, Robertson suggests asking the customer further questions (like “compared to what?” or “what do you mean?) to uncover the real objection and have a chance at closing the sale without a discount.

Read his entire blog here.

Top image: aaronallen.com