How to Handle Price Objections During a Sales Call

Objections are the most difficult, yet most important, interactions you can have with a prospect.

Prepare yourself before your next sales call by knowing how to work your way around the tricky objection that is price.

The most common phrase you may hear is “That’s more than our budget allows right now”.

This is where the word “value” needs to become a key word in your vocabulary.

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.

For example: They may be paying more for your service, but they are getting more ROI than others may offer.

Steer the conversation with your prospect in a positive direction.

Steer the conversation with your prospect in a positive direction, as well as get to the root of the issue, with these two questions.

“Have you had a cheaper offer for a service similar to ours?”

If yes- Point out the features that make your company stand out from others in your industry.

If no - Let them know that while other offers may be cheaper, they don’t offer those unique your company has.

“How much were you expecting to spend?”

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.

If what your company offers is out of range of what they were hoping, also talk to your sales director about payment plans.

The prospect may be more comfortable hearing the price of your product or service broken down by months, rather than a large yearly sum.

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