the price objection

Money is always the deciding factor. If what you were offering were free everyone would take it, right. I mean if the customer liked you, liked your company, and your product or service but the deciding factor was the money would you know how to handle the objection.First let's talk about the psychology of the price objection. Any price you give them is too high if there is no value built into your product or service. Also a factor to consider is their want or need of your product or service. We can't completely eliminate the price objection but we can minimize the danger of the objection with a Value - Added Presentation and benchmarking the customer along the closing trail.Here are somehelpful closes for the price objection:Mr. Jones I have found that there are two types of customers - those who have the money and don't want to spend it and those who want it but can't afford it, which one are you? (Qualifying Question)

Is the price to much for the project or too much for the initial investment? (Value Question)

Mrs. Jones, are you concerned about the price, quality or value. (Qualifying Question) If the customer answers price, you simply say Mr. Jones you are willing to forego quality for a cheaper price, you have heard the saying good things are seldom cheap and cheap things are seldom good? If the customer answers quality, you simply say Mrs. Jones quality comes at a price, what we're really talking about is value, isn't that right?

Knowing what you know now, if money were no object, what would you say to move forward, right now?

John, wouldn't you agree it's better to spend a little more than you wanted to than a little less than you should?
Mary, what would've been an offer you couldn't refuse?

If it were exactly what you were willing to pay, would you move forward with it, right now?
Some companies can beat us on price but no one can beat us on value, you will remember price one time and that's when you first buy but we are talking about value and that's something that goes on forever and that's what you really want, isn't it?
The Ben Franklin Close - on a piece of paper draw a line down the middle. On one side write reasons for and on the other side write reasons against. Add up the reasons for and against and say, the answer is obvious, isn't it? Here are a few helpful tips to remember:Focus on the difference from their budget or competitors price to your price. They were willing to spend the budget, so why try to make that sale over again.
Make the price seem smaller by reducing the investment into monthly payments.
Compare products and services and what it can do for the customer, don't compare the prices.
Challenge the customer's motives not their integrity.
Start with, no problem - let me ask you a question, or can I ask you a question?Practice beats talent, when talent doesn't practice.

Original :: the price objection