Price objections are not the end of a sale. In this week’s episode, I discuss everything you need to know about working around objections during sales calls and meetings. We look at the three main causes of price objections and how you can work around them. We also take a closer look at the actual reason your prospect may not be committing to the sale.
Key Takeaways:
- The questions you should be asking.
- Qualifying prospects correctly to ensure they are a fit.
- Showcasing the value of your product and services.
- Identifying why they object, using the LAIR method, and active listening.
Time Stamps:
00:00 Introduction
01:09 Asking the Right Questions
04:40 Qualifying the Prospect Correctly
07:30 Understanding what the Prospect Values
10:24 Showcasing Your Value
14:44 Understanding the Prospects’ Reaction to Price
18:12 Isolate the Objection
24:53 Taking your Time with the Prospect
27:22 Summary
29:39 Conclusion
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