During tough times you will face price objections. In this episode, Paul shares five ideas to manage price objections.

Show Notes:

In good times or bad times, buyers want value. When buyers question price, they're really questioning the fairness of your price for the value they receive. Price is only an issue in the absence of value.

“The first step is clarifying the objection to uncover the root cause.” The root cause is what you need to address. During tough times it could be cash flow, uncertainty, lack of budget, etc.

“Create flexible options for your customers.” Get creative and help your customers through this tough time.

“Buyers want control during these tough and uncertain times. These ideas will give your buyers a stronger sense of control…”

“Invoke a little empathy and cast a little doubt.” The buyer's greatest fear is not overpaying; it’s losing their sense of security and peace-of-mind.

“Leverage every concession into an additional opportunity.”

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