| Handling "the price is too high" objection is a sales | | | | benefits then features. |
| skill that must be mastered by the professional | | | | 5.) If a big package is being sold, then maybe a |
| salesperson, especially if they are selling high end | | | | smaller package option can be offered to lower |
| products or services. Product here could also be a | | | | price. |
| business opportunity. Because products or | | | | 6.) Financial options can be discussed. |
| services do not sell themselves and customers | | | | 7.) Show what the cost is in smaller increments |
| raise objections that need to be answered; | | | | such as per month, per week, per day. |
| opportunity is created for the skilled salesperson | | | | 8.) Compare the price to other vendors or |
| to earn salary or commission. | | | | service providers if their price or value can be |
| 1.) Answer the common objections during the | | | | beat. |
| sales presentation. If the salesperson believes the | | | | 9.) Compare using the product or service to what |
| price is too high and other common objections for | | | | the customer is currently doing and how the |
| their industry are likely too occur then handle then | | | | customer can save money or increase the |
| the best way is the raise the objection and | | | | customer's value or service using the product or |
| answer it during the presentation. | | | | service. |
| 2.) Use a good well rehearsed sales scripts. A | | | | 10.) Offer a guarantee to reverse the risk away |
| good sales script will eliminate most objections | | | | from the consumer. |
| before the close, and may contain a trial close, | | | | 11.) If the objection is constantly being raised then |
| and keep the salesperson from saying and doing | | | | the salesperson should do a better job of target |
| the wrong thing. If you need more help obtaining | | | | marketing for wealthier prospects before setting |
| a sales script or more information then contact | | | | the appointment for the sales presentation. |
| me. | | | | 12.) If in fact the price is actually too high for its |
| 3.) Tell a success story about a customer who | | | | value and benefits then the sales person should |
| had the same objection and explain how the | | | | change company or industry. |
| product or service was successful in solving their | | | | As a member of the National Association of |
| problem. | | | | Professional Salespeople I have agreed to only |
| 4.) If the customer asks about price too soon | | | | offer quality products and services that are |
| before value is built, postpone stating the price | | | | competitively priced to qualified customers and |
| until the benefits are built up to increase value to | | | | clients. |
| exceed the cost. It is more important to explain | | | | |