Start Your Free Trial

Get Access To: 

Insight: Read from our library of marketing and sales gurus.

Tools: Put knowledge to work with our free how-to guides.

Research: 20% discount on all benchmark research.

Learning: Access our library of on-demand webinars.

Already a Member?
Sign in.

Home  /  Library   /  

How to Deal with the Dreaded Price Objection

By Kelley Robertson

What to Do When Clients Object
Don't Take No For an Answer: How to Handle Common Client Objections

Client Objections: No Doesn't Have to Mean No

Don't Handle Objections Like Snakes

In the 15 years that I have been working with sales teams I have consistently found that price objections are still one of the most commonly requested programs. In today's commodity-driven world it is easy to fall prey to discounting your service in an effort to capture the sale. However, there is a better way to deal with the dreaded price objection.

First, make sure that you invest sufficient time at the front end of the sales process learning about your prospects' current situation, problems, concerns, goals, and objectives. Although this sounds basic and fundamental, my experience has taught me that too many salespeople skate through this process so they can "pitch" their service. Unfortunately, this is one of the reasons why they encounter price objections.

Demonstrate the value of your service or solution. I know, I know. You've heard this before. However, I still want to challenge you on this. Chances are you spend the first five to 15 minutes of your sales presentation telling people why they should buy from you or giving them background on your company. This approach is one of the LEAST effective ways to demonstrate your value. If you truly want to accomplish this, then you need to tailor EVERY sales presentation so that it addresses the key issues your prospect is facing. Here are two simple steps that will help you modify your approach to your presentation.

Members-Only Premium Content   

Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
  • Free Webinars: Access all recorded webinars (full members attend all live webinars free).
  • Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
  • Research and Reports: Receive 20% off all research and benchmark reports.
  • 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
  • Exclusive Premium Content: Access members-only interviews, templates, and case studies.
Begin My Free Trial

Already a Member? Sign in below:

(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)


E-Mail Address:  
Password:  
Forgot Password?