BitSmarter » Counteracting Price Question http://www.bitsmarter.com ... helping you get a bit smarter Wed, 12 Sep 2012 05:26:19 +0000 en-US hourly 1 http://wordpress.org/?v=3.5.1 Counteracting the Price Question http://www.bitsmarter.com/sales/selling-on-price/counteracting-the-price-question/ http://www.bitsmarter.com/sales/selling-on-price/counteracting-the-price-question/#comments Wed, 27 Oct 2010 12:07:31 +0000 admin http://www.bitsmarter.com/?p=718

You will often get a prospective customer argue over price. Here is a way of handling that objection.

  1. Ask the question – “Compared to what?”
  2. How much is that price?
  3. Express the DIFFERENCE
  4. Compare the benefit based on the difference

As an example, if arguing $125 for a competitor product vs $140 for yours, discuss the difference, which is $15

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