‘3 Questions to Diffuse a Sales Price Objection’ – HubSpot
Andrew Quinn says, “Every salesperson, regardless of company and industry, has to deal with price. And, where there’s price there will most likely be … price objections.
This can happen at any time during the sales process. At some point the prospect is going to ask the inevitable: “How much does it cost?” I’m sure we can all agree the least effective course of action you can take as a salesperson is to dive right in and answer the question. Rattling off figures, options, and discounts like no tomorrow is not a recipe for success. That’s called “dropping your pants.” Don’t drop your pants.
There can be a number of reasons your prospect has asked “How much does it cost?” While the question might seem straightforward, it could belie any number of motivations. It’s your job to figure out what those motivations are“.
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