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How do you handle price objections?

1 Jul 2023 · 1 min

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A short YouTube clip (by Eric Deeran) offering sales advice on handling price objections. Main claim: most price objections should be preempted in the discovery/checklist phase of a sales call by exploring where the prospect is, where they want to be, and the cost of remaining there. If objections arise, the recommended tactic is to "chunk down" to determine whether the issue is a perceived-value problem or a genuine affordability/budget constraint, and then follow different paths depending on which it is.

Chapters

So this is a really good one as well. So how do you handle price objections? It depends on the price objection, but most price objections should be conquered in the discovery portion or checklist portion of the actual sales call. So this means when you're going through where they are, where they want to be, what the cost is associated with staying where they are, that's where a lot of the price and value objections should be diffused, not handled. If you do need to handle them. What I usually do is I chunk down. I say, okay, gotcha. It's it more of you don't see the value or you just don't have the money in the vault. Right. So we're trying to chunk down. Is it a value issue or is it they want to do it, but they can't do it because they can't afford it. Right. There's two separate things. And then depending on how they go on that route, I'll take a different path based on that, which I'll make another video on.