Discussing Price

price resistance is the most common objection salespeople will encounter

Customers will always complain about price. Indeed, price resistance is the most common objection salespeople will encounter and can be the hardest to resolve. However, as with other types of objection, understanding why the customer is objecting and turning that objection into a need can be an effective way of managing the resistance.

ACTION POINT: Don't confuse price with value: people are always willing to pay more if they understand the value they are getting for their money.