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How do you handle the following two big objections?
“Your price is too high.”
“I can get a better deal/rate/price using XYZ”
Arguably, these may be the two most frustrating objections sales reps get, and interestingly, there is one technique that works amazingly well—but few sales reps use it.
Instead, the vast majority of reps stumble when they get these objections, or worse: they lower their prices to try to compete.
The best way to handle this is to…
Isolate it! Just like you should do with most objections.
Here is the easiest way to do this:
Whenever you get either of the two objections above, simply respond with:
“In addition to price, what else is important to you?”
OR
“In addition to price, what else is holding you back today?”
Then hit that oh-so-important MUTE button, and let your prospect tell you how to sell them.
That’s it!
For those of you thinking this is too easy, I challenge you to use it for the next month each time you get this objection.
You’ll be amazed at what you hear—and how much further you can take your prospects…
Related: Ask for More to Get More