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  • #9011902
    How do you deal with “what’s the price”?
    Ruben Preston
    May 25, 2023

    I’m finding my prospects to be more price sensitive at the moment. This is from the perspective that they’re demanding the price at the beginning of discovery calls rather than letting me get to it after I’ve built the value.

    What is the best way to deal with this objection at the beginning of a discovery call?

    To go around it or just get it out of the way?

    Will Barron
    May 25, 2023
    Will Barron May 25, 2023

    I’ll give you two thoughts on this; the best way to handle price objections now and where the industry is likely shifting.

    1 – Push back

    If someone asks me the price at the beginning of a diagnosis call, it’s usually because I’ve not taken control of the conversation –

    If they ask again, then I’ll push off the objection until later in the conversation –

    “I understand that price is important for you. Can we come back to that in a minute?”

    If they refuse that, then they’re never going to buy from you. They’re price shopping you to justify a purchase with someone else. They’re not qualified. Dump them.

    That is how I deal with pricing objections and it’s what we teach in the PRO program.

    2 – Salesman.com

    Now, with that said, we’ve recently shifted our entire business to do the opposite of what traditional sales training does with it’s marketing.

    Traditional sales trainers sucker you onto a call with some random “closer” who uses high pressure sales tactics to get you to sign up.

    We have our pricing on the homepage and you jump on a call with me, personally to genuinely see if you’re a good fit for what we do.

    I think this is the way B2B sales is going to shift moving forward – more transparency, less bullshit.

    Why? Because every product is commoditized and so the only differentiator left is brand and service.

    I know you probably can’t shift the sales process of your organization but I thought that might be a useful heads-up where things are moving. You’ll have less price objections in the next few years as buyers will know the rough price before they meet with you.

    Aleeza Spencer
    May 25, 2023
    Aleeza Spencer May 25, 2023

    I do similar to what Will does. I will try and dodge the objection but I do cave and share pricing if people are persistent.

    Sod it. The goal is to serve the customer right? Not bully them.

    Jeff Graber
    May 25, 2023
    Jeff Graber May 25, 2023

    “Depends what you buy. If you walk into a car dealership and ask ‘How much?’ they’ll probably need to know which vehicle you’re talking about before they can answer the question, right?”

    Joey Weprinsky
    May 25, 2023
    Joey Weprinsky May 25, 2023

    For the most part, I haven’t really come across potential clients wanting the price up front before going any further. If someone wants to know it right away such as stating “I’m interested in having an event here. I need to know first how much it would be to rent the room” then I tell them. Reason I do this, is because I have been one of those people who has a price range in mind when looking to purchase something.

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