how to handle objections during a sales call
DESCRIPTION
When you're pitching a sale, objections are always the biggest fear. But familiarizing yourself with the most common objections will give you a leg up on the conversation, and the confidence to close the deal. Objections are a great opportunity for you to expand about your product's features and reinforce your dedication to their needs.TRANSCRIPT
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How to Handle Price Objections During a Sales Call
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Objections are the most difficult, yet most important, interactions you can have with a prospect.
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Prepare yourself before your next sales call by knowing how to work your way around the tricky objection that is price.
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The most common phrase you may hear is “That’s more than our budget allows right now”.
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This is where the word “value” needs to become a key word in your vocabulary.
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Many senior management members are sticklers on budget, but it’s important to show them what they are getting with you that they are missing elsewhere.
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For example: They may be paying more for your service, but they are getting more ROI than others may offer.
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Steer the conversation with your prospect in a positive direction.
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Steer the conversation with your prospect in a positive direction, as well as get to the root of the issue, with these two questions.
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“Have you had a cheaper offer for a service similar to ours?”
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If yes- Point out the features that make your company stand out from others in your industry.
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If no - Let them know that while other offers may be cheaper, they don’t offer those unique your company has.
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“How much were you expecting to spend?”
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If it’s a make-it-or-break-it choice between your service that’s $1500/month versus someone who’s $1000/month, it may be worth it to speak with your sales director about making a deal.
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If what your company offers is out of range of what they were hoping, also talk to your sales director about payment plans.
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The prospect may be more comfortable hearing the price of your product or service broken down by months, rather than a large yearly sum.
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Learn the two other biggest sales objections you need to know to make the sale. Download How to Handle the 3 Most Common Sales Objections On the Phone.
DOWNLOAD HOW TO HANDLE THE 3 MOST COMMON SALES OBJECTIONS ON THE PHONE