Price objections are best handled from a two-step approach. The second step is to:
A)try to look at the objection from the customer's viewpoint.
B)determine what emotional needs the prospect is trying to fill.
C)sell value and quality rather than price.
D)adjust the presentation and present a lower priced product.
E)try to negotiate a change in some other part of the deal so the price can be lowered.

Question

Quizplus · Accepted Answer

Selling value and quality rather than price is the best way to handle price objections in a two-step approach. By emphasizing the value and quality of the product or service, the customer will be more likely to see the benefits of paying a higher price. This approach also avoids the perception of the product being a commodity where price is the only differentiating factor.

Price Objections Are Best Handled from a Two-Step Approach