Secrets & Techniques of Closing the Sale & Handling Price Objections

Five Hidden Secrets behind the Price Objection
By Mike Brooks, http://mrinsidesales.com/

top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections

Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections.

Of all the objections sales reps get, the price objection is still number one on the list. And it makes sense, doesn’t it? I mean think about your own buying decisions – whether you’re in the market for a new car, a new house, or even a dinner out with the family – what’s the one common component of your own decisions? Budget and price, right?

So, it makes sense that all of your prospects have a price consideration as well. But be careful because the price objection doesn’t always mean that your prospect can’t afford it. In fact, the price objection is often the biggest smokescreen objection of all—meaning that prospects throw it out to hide what the real objection is. And the reason they use it is because it works: again, everyone understands budget concerns because we all have them…

Top producers know how to go beyond this smokescreen objection and uncover what the real objection is. And once you understand what the price objection really means, you will gain a unique insight into how to deal with and overcome it. Here are five ‘hidden meanings’ your prospect doesn’t want to reveal when they tell you that your price is too high—and what you should do about them:

1) They think they can get it cheaper somewhere else. With the Internet making your solution available to nearly anyone—or a solution your prospect thinks is the same—it’s difficult to compete on price only…

Solution: The solution here is uncovering that your prospect has another option in mind and then doing the straight forward comparison of “services for services.” This used to be called an “apples to apples” close and it’s still highly effective—if it’s presented correctly. The key, however, is to be able to determine whether that is the real issue and then use a properly worded script do the comparison.

2) They actually can get it cheaper somewhere else. This can seem difficult at first to handle, because after all if they can get it cheaper somewhere else, why wouldn’t they do it?

Solution: To answer this question, just ask yourself what motivates you to pay a premium for a product or service you know you could get less expensively elsewhere. Reasons can include:

a. Getting it from a more well-known source often means that handling any problems, questions or returns is easier. (It’s why I still take my car to the dealership…)
b. Buying something from a person or company you respect or like is often another reason to go with a higher priced item.
c. Convenience: Sometimes it’s easier or less time consuming to buy a product or service from a source you know and trust—even if you have to pay a bit more.
d. Quality of product. Often times a knock off or generic product is available, but those sometimes don’t come with all the support, instructions, warranty, etc., that you can get by paying a bit more from the manufacturer.
e. You. The only place your customer can get you—your knowledge, your customer support, your belief and your desire to stand behind your product and make any problems right—is by buying it from your company and doing business with you. This is a powerful buying reason and one sales reps routinely underestimate.

3) Price is just a smokescreen hiding other objections. Often times prospects are not ready or willing to move forward with a purchase for a host of different reasons. If they are a business, then initiatives can change, or personnel changes, timing, scheduling, etc., also affect purchases. Or, for both individuals and companies, there can be multiple decision makers with different objectives, or prospects decide to keep looking or delay or postpone the decision for many other reasons as well.

When prospects don’t want to reveal what is really stopping them from making a buying decision, they will often just throw out the price objection because it works. Revealing anything else would require an explanation, but saying it costs to much, or that they simply can’t afford it, usually gets sales people off their back.

Solution: The key here is to find a way to get your prospects to reveal what is really behind their decision not to buy and then effectively deal with that.

4) They actually can’t afford it. Sometimes the price objection is just as it sounds: your prospect can’t afford—or chooses not to afford—your product or service. If this turns out to be the case, then it’s something you should have addressed during qualifying.

Solution: Top producers always qualify for budget, among five other things, and they know in advance if a prospect can afford their solution. If you have qualified correctly in the beginning, and you still get the price objection, then you can be sure it’s a smokescreen hiding items one through three above.

5) They don’t see the value in what you are selling. Often when a prospect tells you that the price is too high, what they’re really saying is that based on what you’re telling them they’re getting, they don’t feel the “spend” is justified. This often means that you either:

a. Didn’t completely understand their buying motives and so didn’t show how your solution addresses them, or:
b. You didn’t build enough value in the results they are going to get as a result of making the purchase.

Solution: After you’ve clarified that this indeed the case, then it is up to you to go back and build that value by pitching specific points and tying them down after each one to make sure your prospect sees and buys into the value.

As you can see, the price objection isn’t always about the price, but rather, it often means something else. Your job as a closer is to be prepared with a scripted approach to find out exactly what the real reason is, and so position yourself to overcome it.

Cold Calling Techniques: Overcoming & Handling Common Sales Objections

Overcoming Objections: “We are already working with someone.”
By Mike Brooks, http://mrinsidesales.com/

Cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for "not interested."

Learn cold calling techniques for handling and overcoming the most common objections in telemarketing phone sales including the best call rebuttal responses for “not interested.”

One of the main reasons sales reps dislike prospecting and cold calling is because of all the sales objections they get. Let’s face it: overcoming objections can be tough! Do any of these objections sound familiar?

“I wouldn’t be interested.”

“Just email me something.”

“We already have someone who handles that.”

If you get these sales objections when you’re cold calling or prospecting, welcome to the club. These are the same objections, sales resistance statements, and sales blow offs sales reps have been getting for years. And you will be trying to overcome these objections for years to come!

While that may sound like bad news, it’s actually good news. The way to deal with sales objections like these is simply to be prepared for them with a proven, scripted response. Here are three ways to handle the objection: “We currently work with someone”:

“We’re Currently Working with Someone Else (and we’re happy)”

Sales Objection Response #1

“No problem at all. But while I have you on the phone, what I’d recommend you do is at least learn about a few features we offer that you may not be getting now, so if you ever need to reach out to another company, at least you’ll have an idea of what’s out there.

“In fact, let me ask you: Are you getting XYZ?” (Mention something you offer that your competition doesn’t.)

Wait for them to respond and then engage.

Sales Objection Response #2

“That’s great and let me ask you: if in two minutes I can give you an idea of why more companies are switching to us, would you at least accept an email with my contact information for when you do need to consider using someone else?”

[If yes]

“Great—the number one reason companies switch to us is for XYZ—are you currently getting that now?”

Wait for them to respond and then engage.

Sales Objection Response #3

“Who are you using?”

[Wait to hear, then]:

“That’s a good company, in fact, they are the reason that we created our (name your advantage)—it’s something that takes what they do but makes it better. Have you heard about it?”

[Listen for an opening]

“If you’re interested, I can show you two or three other things we do differently, and then you can judge for yourself if you’d like to learn more, fair enough?”

Memorizing proven inside sales scripts and rebuttals like this will help you overcome objections with confidence and make prospecting for sales much, much easier. Since you know these sales objections are coming, why not learn, in advance, proven ways to deal with them? This is what separates top sales producers from all others close more business and make more money in sales…

If you’d like two more responses to this objection, and over 500 more word-for-word scripts, phrases and sales questions, then click here for my new book: Power Phone Scripts.

As you’ll see, the more prepared you are to overcome the sales objections you know are coming, the more successful you will be.

A Proven Approach to Handle the “I’m Not Interested” Objection

There has been a lot of talk recently about “Objections.” What they are, how to prevent them, how to deal with them. That’s great, but you may be asking yourself: What do I actually say or do to overcome or get around them?

For those of you who have been reading my blog for years know, I’m all about giving you and your team proven, word-for-word scripts and talk tracks so you can successfully deal with the common objections and resistance statements you get, day in and day out.

Today’s blog will give you the best practice approach to one of the most common objections you get while prospecting or cold calling, the: “I’m/we’re not interested,” blow-off. Today’s response will also work for variations on this objection like:

“We’re all set,” or

“We already have a vendor for that,” or

“We don’t need anything at this time,” etc.

Before I give you the scripted response, let me remind you of a few things:

Whenever you get one of these initial resistance statements, remember that these aren’t objections. You haven’t pitched anything yet, so there isn’t anything for a prospect to object to.

Instead, these are just blow-offs to avoid being pitched. It’s the same as when you walk into a department store and tell the sales rep you’re “just looking.” The reason prospects use this line on sales reps is because it works! Most sales reps stumble over it and usually go away discouraged.

That will change with you today.

Also, remember this: when you get this (or any other) initial resistance statement, your goal isn’t to ask why they aren’t interested (that would only feed into their blow-off), instead, it’s to acknowledge that you heard it, then disarm them with a non-threatening, non-salesy statement, and move back into qualifying your prospect.

Here’s how you do that:

Prospect: “We wouldn’t be interested…”

You: “That’s perfectly okay, I’m not calling to sell you anything today. Instead, I just wanted to give you a resource so that the next time you did need this, you’ll know who to call to check your options.

“Let me ask you…” (Choose a good open-ended question to engage your prospect here.)

It’s that simple.

Now: Will this response work all the time? Of course not—no response will. But it will do something more important: It will uncover real, potential buyers because these prospects will answer and engage with you, and you can now have a meaningful (sometimes short) conversation with them. Your goal is to script out good, quick questions and then set appropriate next steps.

And for those who don’t engage? Use one or two more proven statements or questions to get them to open up. (Don’t have a list of those at your fingertips? What were you thinking! Click Here to get over 500 word-for-word proven scripts, questions, and phrases to open and close more sales.).

As with any technique or script, you’ll need to use this for at least two weeks straight before it becomes a habit. But once it does, you can kiss this blow-off statement goodbye.

And soon, if you use all the scripts I suggest, you’ll have licked the objection problem once and for all…

Objections: 5 Things You Need to Do Now

I was on the “Sell or Die” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”

That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few. And he agreed. Jeffrey said that once he was training onsite and he asked the manager that same question, and the manager replied, “There are a hundred different objections!”

Jeffrey then challenged him with, “I’ll bet my entire fee there are no more than 15, and if there are less than 10, you double my fee.” After going through them with this manager, there turned out to be just 12.

And that’s been my experience as well. Whenever I’m onsite with a company, I brainstorm with the team to identify all the objections they get. They rarely can come up with more than 5-7 for prospecting and about the same amount for the close.

So given this truth (and I’m sure once you think about your own situation you’ll agree), I can give you 5 things you need to know how to do to anticipate, prevent, deal with, and overcome them. Here they are:

1) As I write about in Power Phone Scripts, the key to dealing effectively with objections is to recognize that there are a finite number of them (about 5-10). And you’re going to get these same ones over and over again. So you need to anticipate them.

Be prepared for them with an effective, best practice approach or script. In fact, write out three or four responses to the most frequent objections you get, learn them, and use them over and over again.

Sounds easy, I know, but you would be amazed by how many sales people still won’t take the time to do this. If you will, however, you’ll increase your success rate and your confidence exponentially.

2) Prevent them. At the end of your presentation, two of the biggest objections and stalls are, “The price is too high,” and “I need to talk it over with…”

These two objections should have been uncovered and dealt with during your prospecting call. These should have been qualified for and you should know in advance what the decision process is like, and if this fits within their budget.

If you don’t, then weave these kinds of qualifying questions into your prospecting script and never encounter them again.

3) Know when to deal with objections. My mentor taught told me there were three times to deal with objections: When they come up, later in the presentation, or never.

You need to decide which time is best for you. If you deal with them when they come up, you’re likely to lose momentum and give control over to your prospect. If you delay them until the end, (“I’ll cover that in just a few minutes”) then you can buy yourself some time and the objection might even go away. And if you don’t answer it at all, sometimes you’ll find that the prospect doesn’t bring it up again.

When you decide to handle an objection depends on many things, and you can probably tell when the right time is. Just know you have options.

4) Know how to deal with an objection. One of the biggest mistakes people make is they rush to answer an objection. That shouldn’t be your first approach. Instead, always get into the habit of questioning an objection and make your prospect work to answer and clarify it.

Doing so often allows you to get more information about what the real objection is, and often times your prospect—in explaining it—will give you the seeds to answer it. Simple statements could be, “Really? Why is that?” or “What do you mean by that?” or “Why is that important to you?” or my favorite, “Oh?”

5) Be ready to go to work when you get an objection. The final thing I want to share from my podcast with Jeffrey is when we both talked about how the sale starts when you get an objection. In fact, I shared that I was taught that the sale doesn’t start until you’ve received 5 objections!

Compare that to how you handle objections today. Do you tend to give up after one objection? How about after two? Bottom line is that if you’re not prepared with a best practice approach (a script!) of what to say when you get objections, then you’re probably not ready to stay the course and keep closing until you win the sale.

Think about the 5 points above, and compare your own methodology to handling objections. If you need to change something to fit these 5 points then do it. You’ll close more business as a result.

And finally, check out the upcoming Sell or Die podcast to hear the interview in near future (August 8th). You’ll enjoy it and learn a lot.

Three Ways to Handle the Price is Too High Objection

Are you still ad-libbing a response to the “your price is too high,” objection?

This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, when a buyer asked how much an item was and was told the price, what do you think he/she automatically said?

“That’s way too much money for that!”

Sound familiar? Let’s face it, buyers have been using this objection way before you or your father or great grandfather got into sales, and you’d think that by now we’d all know how to effectively handle it. Some do, but with all the calls I listen to, there are still plenty of sales reps and companies that don’t…

So here are the best practice responses to the age old budget question or objection. Write these down, customize them so you are comfortable with them, and start moving past this objection once and for all.

Technique One: Avoid this objection from every coming up. What, you didn’t qualify for budget on your first call? This is a rookie mistake, and one that you need to fix right away. If you’re still getting the price objection when you’re presenting your product or solution, then that’s on you.

What you need to do is find a natural way to prequalify for budget as part of your qualifying questions. You know, the questions about decision making process, timeline, etc. Here are a few ways to do that:

“And {first name}, our solution ranges from $4,000 to $15,000 depending on the options you want. Is that range within a budget you have – again, if you like what you see?”

OR

“{first name}, I’m assuming you have a budget for this type of thing – if you feel that this will help you (do whatever it is your product or service does), right?

“And most of our new customers go for our premium package at $25,000 – is that something you could fit into your budget if this were a fit for you?”

There are many, many other ways to qualify for budget – if you need more, search this blog or pick up one of my books of phone scripts.

Technique Two: This is one of the easiest rebuttals to use, and I’m continually surprised more reps don’t automatically use it. The technique both challenges your prospect and helps you learn more about their buying process (and your possible competition) at the same time. It goes like this:

“Compared to what?”

And then hit your mute button and let them talk and reveal the way back into the close…

Technique Three: Here’s a way to isolate the price objection to make sure it’s the real and only objection there is. Nothing is more discouraging than overcoming it and then being told there are three more reasons they won’t buy.

“And besides price, what else would stop you from moving forward today?”

This is designed to draw out other objections. You can make it more positive by asking:

“And if the price were exactly where you’d want it, is everything else about our (product or service) okay? I mean, would you feel comfortable enough to take advantage of it today?”

As many of you know, I’m big on being prepared for the repeatable selling situations and objections you get day in and day out. This is what separates the top producers from everyone else, and it’s what makes sales easy and even enjoyable.

And let’s face it, an objection that has been around 4,000+ years is definitely a repeatable one.

5 Ways to Get Better at Handling Objections

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.)

I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competition, and successful sales professional.

Guaranteed.

Step Number one:  Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly. Remember, the best thing about sales is that you get the same objections, stalls and put offs over and over again. You already know what’s coming – that’s a huge advantage!

True pros recognize this and take the time to script out best practice responses to them, so when they get them, they can confidently and effectively handle them.

Other sales reps still choose to adlib their responses which means they are making up one poor response after another. This is why they are discouraged and not as successful as they could be.

So take some time right now and script out your best practice responses so you’ll never have to scramble for what to say again!

Step number two:  Memorize your best practice responses. Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to.

He said that football moves so fast that: “If you get into a situation and have to think about what to do next, it’s already too late.”

Same thing in sales. By internalizing your best practice responses to objections, you’ll be able to handle them automatically, without thinking or stressing.

Step number three: To effectively memorize your rebuttals, you’ll need to put in some time.  The most effective way to memorize and internalize them is to record them into a recording device (and you’re already carrying one of these around in your pocket – all smart phones have one), and then listen to them 30 to 50 times.

This is the same thing you did with your favorite song, and it works for rebuttals to objections as well. In fact, you’ll even remember the exact inflection and pacing as well, so record several until you find the one you like!

Step number four: Record yourself and listen to how you sound when delivering your rebuttals.  Listen for if you’re using the right rebuttal to the objection your prospect or client just gave you.

By recording yourself, you’ll learn tons of things that will make you better, including how to deliver your rebuttals more convincingly. You’ll also learn whether or not your rebuttal is the best one to use – which leads me to step number five.

Step number five: Be prepared to revise your rebuttals as needed. After listening to your sales calls over and over again, you’ll find ways to improve. Perhaps a rebuttal can be shortened? Maybe it can include a few key words or phrases? Perhaps you could deliver it with a bit more energy? Or less energy?

Never stop learning, critiquing and getting better. When you stop learning, you stop earning. The top professionals in any industry are always adapting, always learning, and always improving.  You should, too.

So there you have it: the five ways to get better at handling objections and improve your 2018 sales experience. If you’re truly committed to becoming one of the best producers in your company or industry, then commit to following the steps above.

If you do, your career and your life will change in exciting and fulfilling ways.

P.S.: If you’re at a loss for what to say with your rebuttals or how to script them out, then you can buy a book that over 500 word-for-word scripts, questions, and phrases already written for you!

See my bestselling book, Power Phone Scripts, and make your life easier starting today!

Handling the, “I Need to Speak With….” Objection

The holidays are upon us and guess what? The teams I’m working with are still getting the stall, “I need to speak with (my partner, my boss, purchasing, etc.).”

Oh by gosh, by golly, you’d think they’d cut you a break at the holidays and just buy all ready 🙂

Here’s the good news: Because this is a recurring selling situation, you shouldn’t have any problem dealing with this. In fact, you should be able to recite at least four different, best practice responses to this, right?

Surprisingly, many sales reps still stumble with this, but you don’t have to because I’m going to give you a gift for the holidays: A proven way to overcome this stall.

The following script is just one of the proven ways I outline in my book, Power Phone Scripts. And after you begin using it, you will finally be able to move past this stall/objection the next time you get it.

So here it is:

“I’m going to have to run this by…..” 

“Of course and I understand – we talked before about your decision process.  Let me ask you this, though: is getting their approval the ONLY thing holding us back from doing business together?”

[Listen carefully – if YES then]:

“Will you have time to talk to them before we next speak at 2:30 tomorrow afternoon?

“Great!  Then because you’re onboard with this, I’ll go ahead and prepare the paperwork, I’ll email it to you, and I’ll even reserve a spot for you.”

[Give a brief pause here and wait for push back.  If none]:

“I’ll look forward to us moving forward tomorrow…”

Now when you look at this and break it down, you’ll notice a few things:

1) The first thing we do is isolate the objection to make sure there isn’t anything else holding the prospect back: “Is this the ONLY thing holding us back?”

You must listen carefully here because if there are other reasons, then speaking with someone else is not the real objection and you’ll need to deal with whatever else they bring up.

2) Do you see how you already have a call back appointment? (The “…next speak at 2:30?”)

You absolutely have to have this scheduled before you get off the phone – if indeed you get a “Yes, that’s the only thing holding me back…”

3) And the trial/assumptive close at the end. If everything else is a go, then offering to prepare the paperwork or shipping, or set up, or whatever is required, you are assuming the deal.

By following this best practice approach (just one of several you’ll find in Power Phone Scripts), you will be able to determine how much of a stall or real objection this is. And, you’ll learn how to look behind it to uncover what is really holding your prospect back.

Give yourself a gift of over 500 more scripts, phrases, and questions to help you open and close more sales?

Order your signed copy of Power Phone Scripts here.

The Three Keys to Handling Objections

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection. This leads to other mistakes such as talking past the close and actually introducing new objections!

Because some reps don’t get to the real objection, once they do give a rebuttal, the prospect then just comes out with another – and another – objection, and soon the sales rep is worn out and only too glad to schedule another call.

Here’s the good news: all this can be avoided if you follow the three keys to handling objections. Here’s what they are:

First, learn to listen.  Don’t be so quick to interrupt your prospect because often times the way to overcome their objection is actually in the objection itself. In other words, make your prospect fully explain themselves, and listen for the real objection or the way to handle what it is they are telling you.

My favorite technique is simply to listen to what they say – whatever it is – and then to respond with “Oh?”

That’s it. Practice saying it with a giant question in your voice, and then hit your mute button and let your prospect explain away their objection. It works better than you think and is fun to do!

Second, ask your prospect if there is anything else holding them back. Often times, the first objection you get is just a smokescreen, so get them to clarify what else might be standing in the way.

An easy way to do that is to simply ask, “And besides _________, what else would prevent you from (buying, investing, purchasing), putting us to work for you today?”

Listen very carefully to what the real objection(s) is.

Third, after your prospect has clarified their real objection and you fully understand what it is, you should always isolate it before answering it!  Again, you must be patient and give your prospect every opportunity to help you deal with their objection before you launch into an attempted rebuttal.

Let’s use “The Price is too high” objection since it’s the most common.  Most sales reps have been taught to build value to justify their price, or drop close to a lesser amount, or try to negotiate in some other way.  While these techniques are valuable tools, they should only be used after you isolate the objection.  Here’s how to do that:

“I understand __________, and let’s put the price aside for a moment and make sure this (product or service) is really what you’re looking for.  Let me ask you, if price weren’t an issue here, in other words, if this fit in with what you were willing to pay, would you go ahead and put me and my company to work for you?”

This one technique is the most powerful closing tool you’ll ever use in dealing with objections.  Sadly, it’s used less than 10% of the time, and that’s the reason I keep getting emails asking me what the best way of dealing with objections is.

My suggestion to you today is to incorporate these three keys and so see for yourself how much easier objection handling becomes for you.

And, if you’d like over 500 other proven scripts, questions, and conversation starters, then invest in a copy of my new book, Power Phone Scripts.

You’ll be a better closer as soon as you do!

Getting Behind the Stall Objection

Last week I was speaking with a new prospect who had called in to inquire about one of my inside sales training programs. I went over her needs, matched up my training to fit those needs, gave her pricing options and then began closing on possible dates for the training.

And that’s when I got the old stall, “Well, let me run this by my boss, and I still have to hear back from some other vendors, etc..” Sound familiar?

Now all stalls are bad, but what was even worse was that a few days later she stopped returning my calls and didn’t respond to my emails. Now I can take a hint, and I knew that she probably wasn’t going to be a deal. I’m sure you can relate, and so I want to give you an effective technique that will allow you to:

1) Open up the dialogue again.
2) Find out why your prospect isn’t going with you.
3) Get them to tell you what you might be able to do to save the sale.

It’s called the “I love to learn” technique and here’s what you do:

First, you’re going to have to be persistent and keep calling your prospect until you get them on the phone. Don’t leave any more voice mails. And once you do get them to pick up the phone, say the following:

“Hi __________, I’m glad I reached you – how have you been?”

They will likely try to brush you off here, so you say:

“That’s perfectly OK. I’ve been in sales long enough to know when we might not be a match for a company. Just a quick question, though. You know, I love to learn, and I’m always trying to improve, what specifically about our (offer, quote, product or service) didn’t seem right for you at this time?”

Now be quiet and listen.

If you do this right, your prospect will tell you what was wrong with your proposal, and this will give you a chance to adjust or adapt it to fit their needs. Will it always work? Of course not, but if there is still a chance to get a sale, this technique will show you how.

If they aren’t going to be a deal this time, then you can ask any of the following questions to set up future business:

“What might you need to see from us next time you’re in the market again?”

AND

“Do you mind if I kept in touch with you every so often?”

AND

“How about someone in another department?”

Last resort:

“Do you know of anyone else in your industry this might be a fit for?”

This worked with my prospect, and I was able to set her team up for remote training. Try it for yourself and begin finding out what’s really behind the stall and what you can do to overcome it.

The Key To Building Value

You hear it all the time — if your price is higher than your competition you’re told to “build value.” You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way?

You also hear all the time that prospects will buy from people they like, know and trust. I would add that your enthusiasm for and belief in your product or service plays a big role in getting your prospects to choose you over your competition.

Knowing this, I’ve often used the following script to not only build value in my product or service, but also to build value in myself. Below you’ll find a script you can use – but, as always, I recommend you personalize it so you feel comfortable saying it:

If your prospects says, “I can get cheaper,” or “The ‘other’ company has something similar or for less money,” or anything like that, say:

“You know _________ I’m aware of all the other options for this (product or service) and quite frankly if I thought any of them were better for my clients, I’d be working there and selling them.

“When I got into this industry I did my own research, and I looked for the best company that not only offered the best (product or service) but also delivered the best customer service and follow-up. I chose (your company) because they give my clients the best overall value and the best customer experience, and that means they continue to do business with me and refer new business to me as well.

“If there was a better product or company for you to be doing business with, I’d be there and we’d be talking about that. But there isn’t.

“Bottom line — if you want the best overall value, results and experience with this (your product or service) then do what I do did – choose (your company) – believe me, you’ll be glad you did.

“Now, do you want to start with the X size order or would the Y size order be better?”

This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. Use it each time you need to build real value, and watch as prospects follow your lead.

Remember, while prospects have a choice of products and companies, they can only get you when they purchase from your company.