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Try This Sales Judo to Defend Against a Customer’s Price Objection

Stay with us, because it gets a little zen.

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THE SITUATION: You’re getting that old price objection again: “The price is too high.”

But instead of answering with a standard “What would you be willing to spend?” why not ask:

HOW DO YOU DEFINE PRICE?

WHY SAY IT: Now your customer is on the spot to explain exactly what considerations go into price for him – while you learn more about him. His answer could be the key to closing the sale!

SOURCE: INSTORE

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Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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