How to Handle Price Objections

All salespeople ask this same question, how to handle price objections, in this short little story I will show how to handle price objections

No matter how carefully I buy vegetables, the one rotten potato, one overripe brinjal will bring critique from my wife

Even after 20 years of marriage, you don’t know how to buy vegetables –my wife said

Come, let’s go shopping today,–I replied

Get ready, she said

Obeyed the master’s orders, took the car key, doing my regular job–family driver

On our drive, on the street pavement we saw, mango shops lined up, all carts beautifully loaded, stacked with different varieties. My wife asked to stop, and I did.

“How much are the mangoes today,” asked my wife, to the first vendor

“One hundred twenty per KG mam” replied the first vendor

Oh my god, protested my wife. That is pretty high. I paid only one hundred last week.

Diesel prices have gone up, madam, the only thing the first vendor had said

My wife went to the next vendor asked the same question, But this vendor knows his Mangoes, instead of treating his customer with indifference he replied

Madam, These are Banganapalle Mangoes, the best Mangoes grown in our known farms, we travel down, choose the best of the mangoes, sort them with the right size, select the best ones and discard the rotten ones, ripe it organically and we don’t use any chemicals, we ensure only the right one is sold to our customers, there will not be any wastage, tastes fine, your kids will enjoy mam, I am giving Rs.150 a KG, could I give you two kg and put the bag in the car mam and you have the option to pay by Gpay?

Deal done! I paid by Gpay, appreciating in my mind voice the salesmanship of the second vendor,  knowing both the vendors sell the same product.

How many times you have come across similar situations?

The second vendor sold 2KGs, at a higher price than his competitor had asked, in spite of the fact that the customer had refused to buy at the first vendor because she thought the price was “too high”

All of which proves that a customer’s idea of the price depends entirely on ideas in his/her mind. When YOU sellers put the right stories the sale is not far away.

The more you know about what you are selling-regardless you sell a computer, a Rocket, or Just Mangoes–the better you will overcome price objections.

Whether it’s a B2B complex sale with multiple decision-makers or selling real estate, price is only a story away, it’s how you craft the story and paint the value to customers is important.

Customers should not be allowed to think that price is too high, they won’t think so if you know the fine points of what you are selling.

Study your product–the finer details then you can sell it.

Still struggling on how to handle price objections, come, at GreatWorks we have handled many sales encounters, we could help sharpen your story to sell better.

It’s a must-read for all sellers and businesspeople, at least to kindle their thoughts, so please share this widely with known salespeople and businesspeople.

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Ramesh. P

Mobile:9841052321

Thanks for inspirations From L.E.Frailey