On this episode, Paul shares a technique that every salesperson needs to know.

"If you can focus on the difference, it's easier to …."

Remember the basic process in handling price objections: clarify, acknowledge, respond.

Be able to explain in detail how you're going to help them make more money.

Whatever that [dollar] difference is, fractionalize it over the lifespan of your solution.

Magnify and maximize the impact of your solution.

 

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