Sales objections—they're every seller's biggest headache. Daniel Adams, principal of Adams & Associates, a sales consulting firm in Chicago, offers tips on how to beat the most common objection—pricing—with tips below.
Don't Drop the Price
It's tempting, but lowering the price is a dangerous, slippery slope. Instead, ask the customer why the price is too high, and what they would expect your service to offer for that cost.
Establish a Timeline
Stop talking price. Instead, focus on the company's needs over the next six months, year or whatever is a suitable timeline to the prospect. Then work toward an eventual purchasing goal.
Add More Value
Assuage price concerns by offering more value, such as an increased warranty or beefed-up customer service.
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