A price objection is a challenge of value. Value must be proven with facts.
When a price objection is raised, we need a crisp, solid command of the benefits that justify our price, including indirect benefits like time saved, spill over impact, compounded impact going forward, etc.
A price objection is no time for puffery. Get to the facts and hit them . . . hard!
And remember, a buyer will not bring up price unless he is interested enough to care, so while a bit counterintuitive, price objections should be interpreted as a positive signal that the buyer wants to be closed.
The Richard Abraham Company, LLC Austin, TX
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