Qualify Price Objections
While engaging the buyer in developing ideas about how to address their concern is straight forward for most objections, there is some added nuance when dealing with price concerns. This is due to the simple fact that most buyers perceive price to be negotiable and may raise price concerns even when they have already decided to buy something, simply to attempt to get a better deal. In this lesson participants will develop a better understanding of the nuances of dealing with price concerns and how to ask questions that help them negotiate a win-win outcome without sacrificing margin unnecessarily. In other words, participants in this session will learn how to secure the business without lowering their price any more than is absolutely necessary.
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Axiom Sales Kinetics, LLC
Axiom provides a unique alternative to traditional sales training that transforms buyer-seller interactions, resulting in dramatically better results with less stress – think of it as a more mindful approach to professional selling. Selling the Axiom Way allows salespeople to...