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When a prospect or client asks, “How much is it?”, the first thing you have to pay attention to is WHEN they’re asking.
If you give your pricing too early, your prospect will tell you that your price is too high.
The reason you might experience this sales objection so early in the sales process is that the prospect might view your product or service as a commodity and is shopping around for the lowest price.
A simple sales technique to counter this objection is to explain you need to understand the prospects’ pains before you talk about a solution.
Once you get a good understanding of the prospect’s’ pain and feel confident you can solve their problems, the next step is to uncover their budget.
It’s essential to get a prospect’s budget before you talk about the pricing of your solution to make sure you’re delivering a price that’s acceptable for both sides.
About Patrick Dang
Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students around the globe.
Since then, Patrick has trained over 50,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation using cold email and LinkedIn, cold calling, and sales skills.
Ultimately, Patrick’s vision is to inspire others to make a living from their passions and provide the knowledge and tools to make it a reality.
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