Price Objection is Your Number #1 Killer in Selling
Most price objections are the result of self-inflicted wounds. Salespeople routinely sabotage their own efforts at negotiating for higher prices. Below is the classical example that explains further,
“For this model, our price is RM800 but if it really becomes an issue for you, then I can go back and try to get a better price for you.”
The above example clearly indicates that the salesperson just do not understand the value of what he is selling. In most cases, the results are the same. The buyer says, “Your price is too high!” and the salesperson agrees. The buyer wins the argument. Remember, price is what they pay; value is what they get. Remind yourself of the value-added services that your company delivers to your customers. Accepting your customers’ comments that your price is too high is equivalent to accepting that your product is nothing better than your competitors.
