How To Respond to "It Costs Too Much"
SCENARIO: You're selling to a new prospect. Early in the conversation, the prospect surfaces the objection: "It costs too much."
You say: "No problem. Just out of curiosity..." and then provide a response that moves the sale forward.
The poll below has eight responses. Pick the one that will NOT move the sale forward.
CLICK for the correct answer »
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The response that will NOT move the sale forward is ...are you aware that we can provide you a big discount.
All the other responses are effective ways to start a conversation that will eventually reveal what's actually going on in the prospect's head. At the end of that conversation, you'll know more about the prospect's priorities and therefore be able to move the sales forward.
By contrast, offering a discount at the first sign of an objection tells the prospect that you were either sandbagging (if you've already given a price quote) or intending to sandbag (if you haven't). Either way, the prospect is going to suspect that you can't be trusted, which will make it difficult or impossible to move the sale forward.
The correct responses above came from by good friend and colleague Barry Rhein, who is undoubtedly one of the most dynamic and high energy people in the sales training field. He's the source of one of this blog's most popular posts: The Ultimate Cold Calling Tool
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