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26 Feb 08

The Secret to Overcoming the Price Objection ~ Sales BlogShots

  • Ok. This is false advertising. There is no secret to "overcoming" the price objection.
    The truth is that the price objection cannot be overcome. That is because it
    isn't intended to be overcome. It is meant to be resolved through thought
    facilitation by a sales person. The sales person's role is to help the prospect
    work through the price concern as opposed to attempting to overcome
    it.
    First, can we agree that it isn't really an objection? It is a concern. I
    know that many sales books call it an objection, but it is not. It is an attempt
    by the prospect to resolve financial questions in their mind. People want to
    feel good about decisions they make and that is why concerns are brought
    up.
    The mistake many sales people make is that they think they understand the
    prospect's concern when the price issue is initially raised. A fatal flaw,
    indeed! The truth is that the cause for this concern isn't initially known. A
    myriad of possibilities could be causing this to come up now such as:
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