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In this issue of The Sales Buzz

Learn effective sales training to overcome them and you will inctrease your sales results, and have an advantage over your competitors. Increase your rewards with Handling Sales Objections to Price.

Send me some information

We've all faced that objection at some time. How do you answer it, what do you do, how do you overcome it? It's another common sales objection that can earn you money if you work at it. See more on this sales training further down the newsletter and Overcome the objection asking for informaton

Sales Objections To Price
The Real Reasons That We Get Them

You’ll find it difficult to overcome objections to price with smart rebuttals and rehearsed replies, because they don’t get to the buyer’s beliefs. It’s their beliefs that support this sales objection. Their beliefs about what the item should cost, how it compares to similar products, and even their beliefs about you, the salesperson.

Take a look at this example

Below is an example of a sales objection based on price that you may come across. This example demonstrates how to handle the objections to price, and you can use the same principles for other sales objections that you come across.

Once you understand the process to overcome the objections, adding the words is easy. You’ll also use the best words for each situation, not a one size fits all stock answer.

Example: Other suppliers are cheaper

The customer is comparing your product or service to other, similar products on the market.

The buyer believes that your product is similar to the one they are comparing it to. The first action is to check how correct their belief is.

Do they have all the facts about the two products?

The customer is not an expert on your product, you are. The information they use to compare products may be incomplete, come from others, or based only on marketing hype from a competitor.

Overcome this sales objection by showing how what you can offer is of greater value than the competing offer. What is there about your product that has more value than the alternatives? What about peripherals such as the service, additional features, or the purchasing options. Management of their account could be important for business customers, and could be the added value difference that overcomes the price objection.

Don’t argue with the buyer. Don’t take the objections personal. Instead, challenge their belief about the other products they are comparing yours to. Will it really do what yours does, and for how long, what’s the guarantee. What does yours have that the competition doesn’t, what’s your main selling point?

Look for and attack their beliefs

Take away the belief and the sales objection loses its balance and falls flat.

In the above example you are looking for the belief that supports the sales objection. Once you have found it, and defined it, you show it up to be false. The objection then has no support, no balance, and you can overcome the sales objection.

Does that make more sense than having a list of prepared answers for common sales objections?

There is more information on defining the real sales objection at Overcoming sales objections.

Prevent the customer making direct comparisons

One sales technique many companies use is to make it difficult for buyers to compare products and prices. They package their products differently to their competitors, and bundle features in a unique way.

A really good example of this is mobile phone deals. Have you tried comparing the different tariffs, call charges, free text, and additional extras? It is not by chance that all the suppliers have big positives to shout about, and no one can compare the deals on offer. Wouldn’t it be easier for customers if they were all offering comparable packages and bundles?

Can you package your products or services in a unique way that stops prospects comparing you to lots of other suppliers? This is a great sales tip for small businesses and self employed people that sell a service. You have the flexibility to offer packages and bundles unique to you.

Your flexibility may even be your unique selling point. Can you tailor your products and services in a way that meets your buyer’s needs? That could make you unique, and worth that little bit more to the buyer.

I didn’t expect it to be that price.

Another common sales objection that can make you money because not everyone can overcome it.

The buyer has preconceptions about the price. These could be based on other purchases they have made some time ago when the products were cheaper. They may have no idea about the cost of manufacture, shipping, or value. They may have been given false information by someone else.

Find the source of the sales objection, the beliefs that it is based on. Question what they expected to pay and how they formed that estimate. Don’t tackle the price objection head on.

Challenge the information that the buyer used as evidence to form their preconception by showing why it is wrong, and then replace it with your own facts.

The aim is to destabilize their current beliefs, and put new ones in their place. Use proof that what you are saying about your product is correct. Facts from an independent source, reviews and feedback from satisfied customers, or documents and guarantees, will all work on getting the buyer to form new beliefs.

How the sales objection process works

Start by defining the objection, where it lies, what it is based upon, and the beliefs of the customer that support it.

Change their beliefs by taking away the evidence they are based on. Offer alternative viewpoints and new evidence.

Add this sales training to the sales objection process on the website and see how effective it is.

These common sales objections can pop up when you're making sales appointments, closing sales, or pitching on telesales calls.

If you can get past this sales objection you can earn more money. You will get more sales appointments and close more sales.

Other sales people will be stopped by it... but with some thought, time, and good sales training... you can learn to overcome it.

Is there a word that you could be using in your sales that influences your prospects to ask for information? The word that can cause this to happen is... shown on Send me some information

In next week's issue

In the next issue of The Sales Buzz we look at how to know which sales training is right for you or your sales teams.

How to spot the most effective sales training for your product. How to know if it will work for you. Invest in the sales training that will get your sales team motivated and skilled.

That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.

Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:

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Wishing you the very best with your sales career.