3 Best Ways to Answer the Dreaded Price Objection

August 14, 2020 by Ann Barr

hassan-ouajbir-IYU_YmMRm7s-unsplash You know that feeling, when the prospect seems interested, you’ve given your perfect presentation,
then …

... gulp. You hear the dreaded price objection 🙁

What to do first:

Wait for the prospect to finish speaking.
Pause for 3-5 seconds.
Then ask a question.

Prospect: “I’ve seen lower prices on this product.”

3 BEST ANSWERS

1.) Your answer: ” I understand. Are you saying that our prices are high in comparison to Internet prices or our competitors?”

The prospect may have seen lower prices on the Internet. If that’s the case, you can share horror stories from your customers about their negative experiences buying from websites like ebay.

If your price is higher than the competition’s, this opens the door for you to differentiate on value. You have more to offer than just price.

Prospect: “It’s too expensive.”

2.) Your answer: “I understand. In fact, I had two other customers just like you who were uneasy about the price at first. But what they found was … “

Use quotes from your happy customers who have written to focus on the value of buying your products, like free training, etc.

Prospect: “Your price is too high.”

3.) Your answer: “Setting price aside, do we have the product/service you want to buy?”

If the prospect answers “yes,” you can follow up with a very important follow-up question.

Your follow-up question: In addition to price, what else is important to you?”

After your prospect replies, you can stress the benefits your company offers, like fast delivery, personal service and you can quote from positive testimonials you have received.

You will discover more answers to objections – and much more – in my one-to-one private e-course. And you can sign up for more sales tips on this page.

Thanks for reading – here’s wishing you a fantastic day!

Ann

PS – to sign up for the next e-Course, please email: annbarr@annbarr.com and ask me any question on your mind.

PPS – Good news: Your BTA educational discount applies for this course!

PPPS – You can see the registration form on this page

PPPPS – For more ideas and tips – Follow me on Twitter.

Hidden Talent

July 19, 2020 by Ann Barr

hidden-594142_640 You might know someone like this person.

Intelligent, kind and thoughtful – with a great personality…

… and if you met for the first time and asked: “Where do you work?” or “What do you do?”

You might NOT think the answer would be “I’m in sales.”
(Sort of like Kevin.)

True Story

When I learned what my uncle did for a living, I was surprised.

Aunt Veronica had described her husband’s work as “he’s in business.”

But she left something out

Only after reading the words written on the awards and plaques in their den, did I find out my uncle was in sales! And VERY successful!

WHY was this surprising?

Because my uncle did not display any of the characteristics generally thought of as a “typical” salesman. (You know what that means.)

And because Aunt Veronica never mentioned that her husband was in sales.

It was as though he had hidden talent.

If you know someone like this, who wants to be in sales but doesn’t think he – or she – has the right personality, please forward this post to him – or her.

Thanks for reading – here’s wishing you a healthy and beautiful day!

Ann

Your Questions

June 7, 2020 by Ann Barr

scott-graham-5fNmWej4tAA-unsplash You probably know that the way you ask questions today should be totally different than ever before.

Why?

Because many businesses are having financial difficulties due to Covid.

The questions you ask prospects and clients now require exceptional planning in order to build trust and get the answers you need – to understand how you can help the prospect/client.

Getting Results

Emily Turcan has gained critical information as a result of the questions she has been asking after completing my e-Course.

From Emily

“This e-Course has given me a sense of confidence to outwardly ask questions that in the past made me feel uncomfortable. I am now able to gain information I previously would have let fall through the cracks. Thanks, Ann!”

Emily Turcan
Statistical Sales Analyst
ACT 3D Equipment and Sales
Cromwell, CT

What is the e-Course?

You can see a description of the course – including tuition – on this page

If you have questions about the course or would like to enroll, feel free to send me an email: annbarr@annbarr.com

Thanks for reading – here’s wishing you a beautiful and healthy day!

Ann

Related posts: The first question matters

3 compelling questions

One question gets an honest answer and here’s why

3 Smartest Ways to Win Them Back

April 26, 2020 by Ann Barr

light-bulbs-1875384_640 You and I know it’s rough out there now for businesses.

Your clients are jittery, to say the least.
You may have lost a few clients.

But there are three smart ways to win them back

You have the opportunity to help them feel more confident and less fearful.

How?

1.) Let them know you are empathetic. Reach out by phone and email.

2.) Help your clients cope with the challenges they face now. Offer structural changes to financial arrangements.

3.) Deliver a thoughtful and caring message today and you will win back the business and trust of clients who had confidence in you in the past.

How You Can Earn New Sales

Have you thought about earning new sales from your clients by adding different products?

This is what Xerox is doing now – manufacturing completely different products

Thanks for reading – here’s wishing you a safe and beautiful day!

Ann

PS – Follow me on Twitter for more tips and ideas

Yes it is

April 23, 2020 by Ann Barr

If you read the email I wrote and sent to subscribers one month ago (it feels like a lifetime ago) with the subject line “Is this the new normal?” the answer is: yes. It IS the new normal. For how long? We don’t know.

Since that time one month ago, some of my creative subscribers and talented e-Course participants have written to tell me about unique ways they are staying in touch with their customers. Because we are all in this together – and social distancing – keeping in touch every way we can, is critical.

In case you didn’t receive that email, here it is:

“You may – by now – (if you are like me) – be hoping that this is just a terrible nightmare and we will soon wake up,or maybe

“We are all part of a scary movie and the director will yell “Cut!“

or hoping that …

“… any day now, everything will be like it was before this evil Coronavirus began spreading throughout the world.

“But, in the meantime –

“What can we do if we are practicing social distancing“and working from home?

“When you are part of a business that sells products and provides services to customers …

“… stay in touch with those customers who are having the same challenges you are having. They would like to know that you care and you are still there.

“Need to take a break?

Try an online Yoga class! This is one of many.

“Are your hands dry from washing again and again?

“If you’ve been listening to medical experts who tell you to wash your hands often, you may now have very, very dry hands. The best solution I have found is a hand cream called “Working Hands” and I found it (no surprise) on Amazon.”

Thanks for reading – here’s wishing you a healthy and safe day!

Ann
PS. The e-Course is still happening.
Good News: Your BTA educational discount applies.
If you have questions or would like to register, send me an email annbarr@annbarr.com and I’ll get back to you ASAP.
—
PPS – Follow me on Twitter for more tips and ideas.

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