Price Objections: Four Secrets Prospects Will Never Tell You

Get free access to this 7-minute sales training video now and find out what every member of your sales team should know to hold firm on price when customers try to squeeze them for a better deal.

This must-see program covers:

  • Four secrets buyers will never reveal to you about price objections
  • The ONE factor in any sales negotiation that lowers the importance of price
  • The ONE quality that separates good price negotiators from bad ones

Why are we giving you access to this training video for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Here’s how it works: Submit your request and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find your free video on price objections and a collection of other training resources for sales professionals. You’ll have instant access to this powerful library of sales training videos, support materials and fast-read articles.

More information for those who love the details …

What customers will never tell you about overcoming their sales objections

Most customers and prospects aren’t sales experts. Far from it. But they are experts in buying products. Over the years they’ve bought products and services from dozens of vendors. Many of them have negotiated hundreds of deals with salespeople.

They’ve dealt with both rank beginners and seasoned veterans. And they’ve learned that a sales person’s experience is NOT always a predictor of success in price negotiations. So what is the best predictor? Sales people who really know how to handle price objections successfully know four secrets about buyers.

Access this video for free and learn the details on these critical insights customers and prospects don’t want you to know:

Buyer Secret #1: “I almost never mean it when I say your price is too high.”

The only exception would be if I’m purchasing a pure commodity, where price is the only factor. If I’m buying a product that’s not a commodity, the low-cost solution is seldom the best one for me.

Buyer Secret #2: “Even when I know you’re giving me a fair deal, I feel obligated to negotiate.”

But it’s not because I want something for nothing. And it’s not so I can beat you down on price and save the company money. I negotiate because I want to see if you’ve really done your homework. If you have, you understand my needs, and overcoming price objections should be easy. You know why your solution is the right one for me. And you don’t make big price concessions.

Buyer Secret #3: “You overestimate how well I understand your value proposition.”

In a perfect world I’d pore over the materials you sent me with a fine-tooth comb. I’d track down all your customers who gave testimonials and grill them about their relationship with you. But the reality is that I’m a busy executive and the purchase of your product or service is just one of many things I’m thinking about on any given day. When I say, “Your price is too high,” my real message to you is, “You’ve failed to communicate why your product or service is the best solution for me. I still don’t “get” your value proposition.”

Buyer Secret #4: “I’m scared to death that I’m going to make the wrong choice.”

The stakes are high and my company is counting on ME to find the right vendor who’s got the optimal mix of good product, responsive service, informed technical support and all the other qualities companies want from a business partner. I CANNOT screw this up by hiring the wrong vendor. So here’s the kicker — if I believe you’re offering that optimal mix, I’ll respect you more if you DON’T lower your price. I’ll go even farther than that: If you cave on price you’re sending me a signal. You’re saying, “I’m not confident that I can really deliver.” When you lower your price, you SCARE me!

Get free access today and learn how to use these four secrets to become a more effective price negotiator.

The next time a buyer tells you “your price is too high,” don’t panic or be surprised. Use the techniques you’ll find in this free report and say with confidence, “The price I’m asking is fair.” If you’ve done your homework and addressed their sales objections, how can they disagree?


Steve Meyer
Stephen Meyer
CEO/Director of Learning and Development, The Rapid Learning Institute


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