Launching a new product is exciting, but it can also be challenging to convince potential customers to buy it, especially if they have price objections. Price objections are common in sales, but they don't have to be deal-breakers. In this article, you'll learn how to overcome price objections when launching a new product by following these four steps:
To overcome a price objection, it's important to understand what it means. A price objection is not necessarily a rejection, but rather a request for more information, value, or trust. To uncover the root cause of the objection, ask open-ended questions such as what are the main concerns about the price, how do you measure the return on investment of this product, how does this product compare to other solutions you've considered, and what would make you feel more comfortable with the price? Once you understand the objection, you can tailor your response to meet the specific needs and goals of your prospect.
You create a state during the sales process where objections are not possible. Therefore you never have to "deal with" objecetions. That's what we teach.
The second step to overcome a price objection is to demonstrate the value of your new product. Value is not the same as price, but rather the perceived benefits and outcomes that your product can deliver to your prospect. You need to illustrate how your product can solve their problems, improve their situation, or help them achieve their objectives. To do this, you can use stories and testimonials from existing customers who have used your product and achieved positive results. Additionally, case studies and data that show the impact and return on investment of your product can be beneficial in justifying the price of your product. Furthermore, features and benefits that highlight how your product is different and better than other alternatives, as well as scenarios and demonstrations that show how it works and fits into your prospect's workflow, will help you show its value. Ultimately, by demonstrating value, you can prove how your product can pay for itself over time.
By focusing on value and not the price, you give yourself a chance to make your customer better understand the ROI through your services. I like to paint a picture of the future where my customer is using our services and how it would help them save time, cost and effort.
The third step to overcome a price objection is to offer incentives that can motivate your prospect to buy your new product. These incentives should be additional value or benefits that don't undermine your value proposition or damage your profitability. Examples include free trials or samples for testing, bundles or packages of complementary products, guarantees or warranties that reduce risk, and limited-time offers or bonuses that create urgency. By offering these incentives, you can make your product more attractive and appealing to your prospect, thus overcoming the price objection.
The fourth and final step to overcome a price objection is to ask for the sale. Asking for the sale does not mean pressuring your prospect, but rather confirming their interest and readiness to buy your product. You should be confident and assertive, while also being respectful and empathetic. To do this, you can use trial closes that check the temperature and feedback of your prospect, assumptive closes that imply agreement and next steps of your prospect, alternative closes that give your prospect a choice between two options, or summary closes that recap the value and benefits of your product. Ultimately, by asking for the sale, you can overcome the price objection by closing the deal and launching your new product successfully.
Superar a pergunta, tenho propostas mais baratas do que a sua é um desafio, com um mercado cada vez mais competitivo e tecnológico temos produtos/servi?os simulares e com pre?os diferentes. Conseguir vender algo novo com pre?o igual ou maior de produtos com mais tempo de mercado é tarefa complicada, para superar essa barreira é necessário levar ao seu cliente uma proposta técnica, argumenta??o comercial precisa e n?o vender o pre?o, mais a solu??o para alguma dor presente na vida daquele negócio.