When a Pricing Objection Isn't | Sales Tips

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.

Far too often, the pricing objection is not an objection at all. The objection is not about pricing, in fact, the customer is comparing apples to oranges. That means that they have a feature and benefit or an objective objection meaning they haven't seen value in what you’re providing. They are comparing the price because they are looking at two different products.

When this is the case, you have to step back and deal with the feature and benefit or the objective as the customer to really get clear that what you are selling them is in alignment with what they want. If it’s not, then no price is actually going to be a good price for the customer.

So be very careful when you’re faced with a pricing objection. Always take a step back and ask the customer to clearly indicate which parts of the products they are uncomfortable with. Ask questions to make sure that you understand exactly what value they value and if you have to make adjustments to your offering by scaling up or scaling down, then you can do that.

Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.