From the course: Sales: Practical Techniques

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Overcoming the "It's too expensive" objection

Overcoming the "It's too expensive" objection

From the course: Sales: Practical Techniques

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Overcoming the "It's too expensive" objection

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- Now the final section of this Objection Handling part of the course, is the price objection. It's probably the commonest objection and as I've already mentioned when I was talking about peeling the onion, it's not usually the real objection. It's not usually price. If somebody's worrying about price you probably haven't built up the needs enough. They probably don't want it enough. And salespeople always worry about price. The BMW guy would love to be selling a BMW that's cheaper than a Ford. Because then they'd walk off the shelves, it would be easy wouldn't it? Of course. But the real thing is that when you buy a BMW it's not about price. Now obviously some people can't afford BMWs they got to buy a Ford because of price. But if you're trying to decide between the BMW and the Audi, that's not about price and I bet you probably can't think of a single thing that you bought because it was the cheapest one there was. Even you byrow, you probably didn't buy the cheapest byrow. This…

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