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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 [email protected].

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