{"id":861,"date":"2012-01-04T12:36:03","date_gmt":"2012-01-04T02:36:03","guid":{"rendered":"http:\/\/pdtraining.com.au\/blog\/?p=861"},"modified":"2014-06-03T00:31:50","modified_gmt":"2014-06-02T14:31:50","slug":"sales-training-overcoming-objections-part-2","status":"publish","type":"post","link":"https:\/\/pdtraining.com.au\/blog\/professional-development-training\/sales-training\/sales-training-overcoming-objections-part-2\/","title":{"rendered":"Overcoming Objections in Sales: Training Course in Canberra, Melbourne"},"content":{"rendered":"
\"Sales<\/a>
Gain skills to excel in selling<\/figcaption><\/figure>\n

I recently sat down with two different companies and \u201cpitched\u201d the same product.<\/strong><\/h3>\n

If you are looking to gain new skills in sales, consider participating in Sales Training Course<\/a> offered by pdtraining in Canberra, Melbourne and other cities in Australia.<\/p>\n

One company was a national brand while the other was a local brand.<\/p>\n

When we got to the subject of cost (90% of all objections) the decision maker<\/a> at the national brand asked me why my solution was so cheap, while the decision maker at the local company asked me why it was so expensive.<\/p>\n

Because I\u2019m a professional sales person I was prepared for both.<\/strong><\/p>\n

When asked why the solution was so inexpensive compared to recent quotes they had received for a similar product, I simply explained that this was cutting edge technology which was an absolute game-changer in this particular market.<\/p>\n

I then quickly moved into the features\/benefits discussion to show that the product\u2019s functionality was every bit as every bit as good as the expensive solutions.\u00a0 The client was smiling at the end of the meeting.<\/strong><\/p>\n

When asked by the local client why the product was so expensive, I politely informed him that equivalent products in the market sold for 10 or even 20 times the cost of this product, and quickly moved into the features\/benefits discussion to show the value of the product.<\/p>\n

In both instances, I did not stutter, recoil or otherwise display any lack of confidence.\u00a0 I stood my price and let the product\u2019s features and benefits do the talking for me.<\/p>\n

Turn the Objection Around<\/h3>\n

Another way to get around an objection based on price is simply to turn the question around.\u00a0 If the prospect says \u201cthat is too expensive for us\u201d then you reply with \u201chow much \u2018too expensive\u2019 is it?\u201d<\/p>\n

Find out what they believe the value of the product or service should be as a negotiation point<\/a>.\u00a0 Once you know what they think the price should be, you have two options:<\/strong><\/p>\n