Comments on: Lock and Load Against Price Objections! http://yoursalesplaybook.com/lock-and-load-against-price-objections/ Sales Tips For The Aspiring Rock Star! Wed, 08 Sep 2010 11:56:52 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Sagnik http://yoursalesplaybook.com/lock-and-load-against-price-objections/comment-page-1/#comment-180 Sagnik Fri, 08 May 2009 13:13:00 +0000 http://vgcuser.wordpress.com/2009/05/06/lock-and-load-against-price-objections/#comment-180 Excellent article and some great suggestions there. Also thanks to anonymous for the comment on "Price or Cost"? Excellent article and some great suggestions there. Also thanks to anonymous for the comment on “Price or Cost”?

]]> By: Annmarie Scottson, Walsworth http://yoursalesplaybook.com/lock-and-load-against-price-objections/comment-page-1/#comment-179 Annmarie Scottson, Walsworth Thu, 07 May 2009 21:09:00 +0000 http://vgcuser.wordpress.com/2009/05/06/lock-and-load-against-price-objections/#comment-179 I kind of think about the "how about you're a (fill in the blank)" from time to time....<br /><br />This was a fantastic article. And the price vs cost question is a great one too. So many folks get thrown by that concept (amazing, isn't it?), so it makes you look like a king or queen in their eyes!<br /><br />I'm bringing this with me to my sales meeting next week! I kind of think about the “how about you’re a (fill in the blank)” from time to time….

This was a fantastic article. And the price vs cost question is a great one too. So many folks get thrown by that concept (amazing, isn’t it?), so it makes you look like a king or queen in their eyes!

I’m bringing this with me to my sales meeting next week!

]]> By: Anonymous http://yoursalesplaybook.com/lock-and-load-against-price-objections/comment-page-1/#comment-178 Anonymous Wed, 06 May 2009 14:15:00 +0000 http://vgcuser.wordpress.com/2009/05/06/lock-and-load-against-price-objections/#comment-178 Good article. I would add this. When your customer says your price is too high, you respond with "Are you most concerned with PRICE or COST?". Prospect says "What's the difference?". This opens up an opportunity to reinforce your message of total cost of ownership, which de-emphasizes price alone and allows you to build value. If your prospect objects to price, it simply means that they do not YET equate the value of your product or service with the price you are charging. Good article. I would add this. When your customer says your price is too high, you respond with “Are you most concerned with PRICE or COST?”. Prospect says “What’s the difference?”. This opens up an opportunity to reinforce your message of total cost of ownership, which de-emphasizes price alone and allows you to build value. If your prospect objects to price, it simply means that they do not YET equate the value of your product or service with the price you are charging.

]]> By: Anonymous http://yoursalesplaybook.com/lock-and-load-against-price-objections/comment-page-1/#comment-177 Anonymous Wed, 06 May 2009 13:26:00 +0000 http://vgcuser.wordpress.com/2009/05/06/lock-and-load-against-price-objections/#comment-177 Great advice Paul! I'm running into this every single day--we have a local competitor that can do the unthinkable in price. I'm trying to win back a customer we lost to them. I especially like:<br /><br />"If you find yourself in a situation where the other company isn’t able to sustain quality and service. Please call me, because I’d really love to have your business!”<br /><br /><br />I'm definitely stuffing a few of these ideas in my pocket for our next meeting--thanks!<br /><br />Courtney Thomas<br />Wentworth Printing Great advice Paul! I’m running into this every single day–we have a local competitor that can do the unthinkable in price. I’m trying to win back a customer we lost to them. I especially like:

“If you find yourself in a situation where the other company isn’t able to sustain quality and service. Please call me, because I’d really love to have your business!”

I’m definitely stuffing a few of these ideas in my pocket for our next meeting–thanks!

Courtney Thomas
Wentworth Printing

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