Overcoming Price Objection

Overcoming the Dreaded 'Price' Objection Once and For All!

I am going to do my best to give you one of the biggest secrets to overcoming the most common objection that nearly every salesperson encounters sometime in their career. It's the "cost or price" objection. It comes in lots of forms: "Costs too much." "How much is it?" "Just give me the price." "Not worth it." "Don't have enough money." "Too expensive." "Not in my budget..."

By the way, it’s not only salespeople that face this objection. It could be when attempting to convince your significant other, when trying to get your parents to buy you something or even when you are having an argument with yourself.

What I am about to tell you is not a silver bullet, but if you understand the psychology of this, you will close way more deals, generate more income and most importantly you will find that cost will never be an issue for you.

What I am about to say may not be what you expect, but hang in there and it will make a huge difference.

The reason that is such a common objection is because most people do not have the ability to appreciate or assess value properly! I know this sounds weird, but have you ever been frustrated knowing that you have a solution that will incredibly support, aid or add profit to someone else and they just don't get it? Ever wonder why?

If a person cannot appreciate or assess value accurately, they will nearly always object to price. If you are that person, you will attract and encounter others who have the same affliction. One of my mentors, Alan Walters, says that is because we live in a world where people are used to getting lots of stuff for nothing. They are given money, candy, gameboys, welfare, etc. without exchanging anything of comparable value for it. (money, time, energy, effort, etc.)

As a result, he says, their ability to appreciate value is diminished. They 'expect' to get something for nothing. Alan goes so far as to say that it is criminal behavior!! We 'expect' to be given certain levels of service, certain levels of quality as standards. That's okay, but not for free!

Anyway, I am not going to rant about that issue right now. Let's just learn how to handle it.

Be awesome!

Blair