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:”
- Don’t see the value
- Exceeds their budget
- A competitor is cheaper
- They can’t afford it
- Their perception is unrealistic
- It’s an excuse
- 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.
Top image: aaronallen.com