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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

Over the years, INSTORE has won 80 international journalism awards for its publication and website. Contact INSTORE's editors at editor@instoremag.com.

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Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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