How to Overcome Sales Objections
By: Admin
Date: 12 / 11 / 2014
Date: 12 / 11 / 2014
Here is the psychology behind an objection on price, essentially the consumer shops on value. For instance if I told you a car was for sale at only $100,000 you may think, gee that’s expensive. But what if I told you it was an exotic Italian sports model normally valued at $400,000. And what if I added to that the story how each one is handmade in Italy to your specification, that driving one is one of the most pleasurable experiences you could have so much so that if after driving it you don’t agree I will find something that is the most pleasurable and give it to you free?
By now you are probably saying wow that’s great value.
Now this only works if I am talking to someone who is educated or appreciates the difference between a Japanese hatchback and a piece of automobile history. And if not they are willing to listen or learn why there is a difference. And it all comes back to their reason for buying a car, if it was to move the family or move yourself from A to B in the most comfortable economic way no matter how pleasurable the Ferrari is it won’t ever look or feel like great value.
Now let’s look at your situation:
This is how you could respond to an objection on price:
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