Here's how you can overcome sales objections related to price using assertiveness.

This is a GREAT question. And if you are in sales where price objections are common, I think of 2 things: 1. The VALUE for the client has not been properly conveyed - which might mean deeper questions are needed to uncover the depth of the pain point to position your solution properly and at the right time. Timing is everything. 2. Showing how the 'dollar cost' to them is insignificant compared to the 'opportunity cost' of doing nothing or using another option. For us, we have to paint a longer-term picture and spell 'opportunity cost' out through numbers. Lastly, using gen AI to help train salespeople on objection handling & closing is smart to increase confidence & assertiveness through role play.

Very often, price is anchored to a product or solution that your client is currently using or has used in the past that is not fulfilling their needs in the way they want. You need to understand how your solutions fill those needs that are not currently being filled. If price is an objection, it is important to understand and important to give the client the opportunity to justify their objection. If they claim my price is too high, I always ask "in comparison to what?" Very often the client will talk themselves through this objection in the process of attempting to justify their objection. Inaction also has a price, and it is important the client understands this as well.

How about avoiding the price objection in the first place by radical candor…. Bring it up first. Before they do. If its not set - give them a typical range and ask early of thats a deal breaker. Say it. Calmly and lean back. Better to deal with it first and out of the gate. And thats how I avoid objections. If often share it via automated email - it saves both parties time and avoid awkward moments. PS. Raise your prices. Yes…you.

Having to defend your price means you haven't appropriately defined your value.....those who understand and can articulate the leverage they own based on their position in the market, the consumer loyalty they drive, and the overall value proposition which can not be replicated in the market by others, will never have to defend "price".

1. Listen First 2. Explain Benefits Clearly 3. Use Examples 4. Highlight Savings 5. Make it Personal 6. Show Evidence 7. Offer Solutions 8. Stay Positive 9. Address Concerns 10. Ask for the Sale

Listening is MORE important than speaking. You know how to be the most memorable person in any social situation, whether it’s in sales or even just at a party? As much as you can, make the entire conversation about THEM, not you or your product. People naturally want to talk about themselves. Lean into that to get your prospect talking about THEM. What makes them tick? What keeps them up at night? Be genuinely curious about them and ask questions. Once you do, you’ll be surprised how easily your solution sells itself. Suddenly you have ammunition to say “you told me that _____, imagine doing ______. Would that help? How much time/energy/money would that save you?”

In Sales, listening is as important as speaking if not more so Listen Actively! Sometimes, you will need to read between the lines to identify the root cause as the client might not be able to tell their concern properly. Once you have identified the issue, try to acknowledge their concern and empathize with them and make them understand the value you are offering. You can also provide them with alternative solutions that fit their bill but it is important to make them understand what would they get with any solution so as to avoiding any conflicts later on regarding the scope of services or benefits, once the sale is completed as it is essential to form a long lasting relationship with them.

listening is the graceful step that leads to success. Amidst price objections, lend your ears to decipher the underlying sentiments. As Stephen R. Covey famously said, 'Seek first to understand, then to be understood.' Rather than diving into a sales pitch, employ assertive yet empathetic communication to validate their concerns and guide the dialogue back to the value your offering brings. This approach fosters trust, laying a sturdy foundation for overcoming objections and sealing the deal. Remember, in the symphony of sales, every note of empathy and understanding resonates, harmonizing relationships and driving mutual satisfaction.

1. Let Them Talk 2. Understand Their Concerns 3. Ask Questions 4. Find What You Agree On 5. Explain Why It's Worth It 6. Give Examples 7. Address Their Worries 8. Offer Choices 9. Remind Them of the Benefits 10. Ask for Their Decision

When faced with a price objection, listen attentively to the customer's reasons & concerns without interrupting, and validate them. This demonstrates respect for their viewpoint and helps you understand the underlying issues. -Gently steer the conversation back to the value and benefits of your offering. Highlight how your product or service addresses their specific needs & provides long-term value that outweighs the initial cost. -Present potential solutions or alternatives that address their budget or pricing constraints. -Focus on building a rapport, and guiding them towards a decision that aligns with their best interests, they will start to look at you as an advisor that they can trust.

Having an in-depth knowledge of your products is the stating step in your sales. When hit with an objection related to price, you need to make your prospect aware of the value you are offering. One of the best ways to do so is to ask what are some of their biggest concerns or requirements are and explaining how your product solves them. this will help them realize the value you are offering and makes a solid case for them to adjust their budget for you.

addressing price objections assertively is an art form. Rather than engaging in a tug-of-war over costs, steer the conversation towards showcasing the tailored benefits your product offers, precisely addressing the customer's needs. As Brian Tracy famously said, 'Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.' By meticulously aligning your product's features with their specific requirements, you elevate the discussion beyond mere price points. This strategic approach underscores your confidence in the value proposition also your dedication to serving the customer's best interests, laying the groundwork for a successful partnership built on mutual benefit.

Quando o Vencedor em Vendas ouve atentamente o seu cliente e, conhece profundamente o seu produto, ele é capaz de: - Argumentar assertivamente - Se posicionar adequadamente - Declarar explicitamente, caso não consiga atender as necessidades do seu Cliente E tudo isso se traduzirá em confiança por parte do Cliente em relação ao Profissional de Vendas.

1. Listen First 2. Talk About What Matters to Them 3. Make it Personal 4. Use Examples They Can Relate To 5. Show How It Saves Them Money or Time 6. Answer Their Questions 7. Give Them Options 8. Be Confident 9. Remind Them of the Good Stuff 10. Ask if They're Ready to Buy

By demonstrating a deep understanding of their requirements, and confidently showcasing its competitive advantages, you can shift the focus from price to the strategic advantages and positive outcomes your solution offers. Example: "I understand that price is an important factor for your decision-making. Let me show you how our product's advanced features, such as X and X, are specifically designed to X & X (Pain points). By integrating our solution into your operations, you'll not only X and X but also gain X that will help you X for long-term success. The initial investment in our product will prove to be a strategic asset that enhances your productivity and profitability over time."

As Jeffrey Gitomer emphasizes, 'Value the relationship more than making your quota. Negotiations, assertiveness manifests through strategic comparisons that justify your price point without disparaging competitors. Rather than engaging in a price war, illuminate what sets your offering apart, whether it's superior quality, enhanced features, or robust support, all contributing to long-term cost-effectiveness. By presenting these differentiators, you offer tangible evidence of the value proposition, empowering customers to make informed decisions beyond mere price considerations. This approach not only bolsters your position but also cultivates trust and confidence in your offering, laying the groundwork for a fruitful partnership.

1. Listen First 2. Agree on the Concern 3. Show What Makes You Better 4. Compare with Others 5. Use Stories 6. Explain the Savings 7. Address Their Worries 8. Give Options 9. Remind Them of the Good Stuff 10. Ask for Their Business

-Use unique selling points of your product or service and how they differentiate you from competitors. -Share a testimonial / case study from a satisfied customer who experienced significant cost savings and improved productivity after implementing your solution. -ie. Illustrate how investing in your product / service will result in long-term savings / ROI / increased team efficiency, make it personalized to their own case. -Showcase the quality, accessibility and availability of your client services team - or highlight having a dedicated account manager. -Personalize the comparisons to address the specific needs and pain points of the customer.

En ventas, la asertividad implica estar preparado con comparaciones que justifiquen el precio. En Agatha Baby Cool, he aprendido a resaltar la superioridad de nuestra oferta sin menospreciar a los competidores. Enfatizar nuestra mejor calidad, funciones adicionales y soporte sólido ayuda a demostrar el valor real de nuestros productos. Al presentar estas comparaciones, proporcionamos razones concretas para que los clientes vean el valor por su dinero, lo que mitiga las preocupaciones sobre el precio. Este enfoque no solo refuerza la confianza en nuestra marca, sino que también promueve decisiones de compra informadas y satisfactorias.

One thing to remember when comparing solutions: Don’t make the prospect feel like they made the wrong decision with their current solution. You risk jeopardizing trust from the beginning of the conversation. Instead, try this: 1) Ask what features led them to choose their current solution. 2) Affirm their decision. 3) Discuss some comparative features that other clients have seen success with. 4) Ask if they would like to take a deeper dive into a few more features you think might be beneficial. 5) Reassure that gathering information is helpful in the event they decide to make a switch/an investment into a solution. Give them the upper hand and then hold it to the finish line.

I present one solution to clients. Based on my discovery with them, I’m going to put the best option in front of them. When they object, my first move is not to discount, it’s to remove. By having flexible items in your agreement, you can prepare for this. For instance, I recently had a workshop proposal I sent out. It had 2 engagements…a full-day and mid-year half-day check in. They needed to drop the price by 20% to get underneath a spending threshold that required a longer procurement process that included getting other quotes. I had already discounted what I was willing to go to at that service level. So I asked him what we could remove. We changed the half-day check in to an hour Q&A and got the price down. Win-win.

Daniel H. Pink suggests, 'Our ability to persuade others to exchange their resources for ours is vital for our prosperity and contentment. In sales discussions, assertiveness sometimes requires recognizing the ideal moment to propose adaptable options. If a client expresses uncertainty about the cost, explore alternative pricing structures, bundles, or payment methods that might suit their preferences better. Assertiveness doesn't imply stubbornness; rather, it involves devising mutually beneficial arrangements that honor both your business's principles and the financial limitations of the customer. This adaptability often transforms a potential rejection into a positive outcome.

To overcome price objections assertively, offer tailored solutions that address the customer's concerns. Listen attentively to their worries about price and empathize with their perspective. Then, highlight the unique value of your product or service and present customized options that fit their budget. Show them how the benefits outweigh the cost and provide evidence, such as testimonials or case studies, to back up your claims. Address any objections they may have with confidence and clarity. Finally, ask for their commitment to purchase, demonstrating your belief in the value you provide.

Being assertive about pricing doesn't mean you can't customize solutions or packages creatively to appeal to a larger audience. If this ultimately leads to receiving the price point you want, then providing flexible solutions will only help you win more clients. - Identify areas where customers may be hesitant or resistant, such as pricing concerns, budgets. - Identify if there are parts of the service / product they don't need, then you can take this off the proposal while removing its fee. - Offer the customer different pricing tiers or payment plans that provide flexibility in terms of affordability. - Offer unbundled pricing, where they can customize their own plan according to their priorities and budget.

La asertividad en ventas también implica ofrecer soluciones flexibles. En mi experiencia con Agatha Baby Cool, he encontrado que discutir diferentes planes de precios, paquetes u opciones de pago puede hacer que una compra sea más aceptable para el cliente. Ser asertivo no significa ser inflexible; se trata de encontrar soluciones que beneficien a ambas partes, respetando la integridad de nuestro negocio y las limitaciones presupuestarias del cliente. Esta flexibilidad puede transformar un posible "no" en un "sí", demostrando nuestro compromiso con la satisfacción del cliente y facilitando decisiones de compra más accesibles.

When you confidently stand behind your pricing, you're not just reciting numbers; you're showcasing your belief in the value and quality of what you offer, doing so, certainly without being dismissive or speaking over the customer, it needs to be confident and inviting - Not arrogant and dismissive, focus on quality and features. Show customers that you believe in what you're selling, this can build trust, reassure them, and ultimately lead them to see that you'd rather not compromise quality over a massive price reduction to complete a sales transaction. If the customer is hesitant, and encounters this level of self-assurance and belief of the deal on the table, they are more likely to be swayed into making the purchase.

The first person you must convince of the quality and benefits of your products is yourself. To achieve this, you must focus on deeply knowing your products and your clients' business. How does my product benefit my customers? Focus on strengths, but also know weaknesses and how to address them. Be honest. A long-term relationship cannot be generated if we are not transparent with what we offer.

If you’re getting ‘price’ objections you are not monetizing the solution correctly. You’re probably just pitching…and hoping. That is not the correct way to sell. When the heart surgeon tells you ‘how much’ you don’t haggle. You simply ask ‘when?’ The ‘value’ is not open for discussion …and neither is the ‘price’ you silly selling sausage. You need to learn how to really sell. 🙄

4 steps to overcoming any price objection: 1. Acknowledge: "Sounds like price is an issue" 2. Cushion: "Money is crucial for business." 3. Question examples: "What price were you thinking?" "How high is it?" "Can I ask what you are comparing us to?" Bonus: Once you get an answer ask, "Is that the only thing that is keeping you from moving ahead with your order?"

So many times prices is not the issue, it is just the easiest reason to say "No". That objection is your opportunity to work on finding the why behind the why. I have never been a believer in selling the price... when you have done a good job of building that relationship, meeting their needs and understanding their triggers - you can take price out of the game. That is not to say that you won't have a customer that price - over everything is their main concern, in that case you will need to balance out the ROI .... and perhaps take a step back. I have always believed if you gain customers on price alone.... then price is why you will lose them.

What specific additional value would you need added to the deal to move your decision? This question often gets the customer to share information that they haven't previously, specifically what problems/issues they are dealing with that you are unaware of. That knowledge allows you to create a better value offering for future proposals.