From the course: Following Up after a Sales Meeting
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"It's too expensive"
From the course: Following Up after a Sales Meeting
"It's too expensive"
- If there's one thing that's common among all sales people, it's that we all dread hearing the phrase, it's too expensive while following up. And even though this is one of the most common objections, many sales professionals are so caught off guard and don't have the right response ready or they have one that does them more harm than good. This happens when reps take this objection at face value and immediately descend into defending their price. Wrong move. The first thing you need to do instead is the opposite. Take the money out of the equation. Always remember. Price objections are just a symptom. You need to treat the root cause and not just the symptom. Find out what their actual concern is. Why do they think that the price of the product is too high? There are four things that can hide behind the price objection. One. They don't think your product is valuable. Two. There are cheaper alternatives to your product. Three. The prospect feels your product is too risky. Or finally,…
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