How To Handle Price Objections.
??How do you overcome price objections??When talking about the value of the product, what are your distinctions??Specifically, what’s the value, what’s the solution, what’s the result they’re going to get??So, you’ve got to handle all of that in the presentation before.?The more you do this, and the more you record yourself in your sales conversations, your presentations, you’re going to start hearing objections.?So, use FAQs, those are still not a bad tool to know how you’re going to answer them in advance.?And, if you already know that they’re going to ask it, put it into your presentation, to handle as part of a story.
????What are their issues??If it’s not price, they’re also going to have time issues, they’re going to have all sorts of other issues.?So, make sure you’re objection handling.?It’s going to happen over time.?I say it that for those of you who are brand new.?You’ve just got to be in the conversation.?You don’t even know what the objections are.?You can try to think through them, just be in conversations.?Meaning if you practice your conversations, practice them with people that you already know, that probably won’t buy what I call your lower ticket item.?People that aren’t going to go up, they don’t have the ability, they still don’t understand how to make the money.?They have bad credit; they can’t get the funding or financing.
????Practice your objections.?I’m talking 10, 15, 20, sales calls, so you got a theme.?You’re going to get a rhythm for these sales calls, to start understanding price objections, and how they’re doing it.?Also, make sure you have a variety of price options.?Some have anywhere between $7 and $40,000.?If they can’t afford one, you can drop to another.?When I start my sales conversations, we start at the highest ticket, and go down to what they can afford.?Because I know a lot of times what you need, you say you can’t afford, and then we help you get creative about finding options.
????You have to know your product and your system so well that, you can help handle and talk through it.?Don’t make price the problem.?Price is never the problem.?People buy stuff that they want emotionally all the time.?They will move from economy class to first class, to a private jet, and if they have a value proposition that works, they’ll do it, and they’ll spend that kind of money.
????Get testimonials about the people who already bought every level of product.?I have them from people who just love my book, all the way to people who love my Big Table or love private mentoring with me directly.?Offer customization in your payment plans and have the flexibility.?Make sure you have the ability to receive payments. The only caution I would have on payment plans is, make sure that the down payment, the minimum payment, is covering the first part of fulfillment.?What happens a lot of times for people who do too much financing, and too much flexibility is, you don’t put enough down, and the customer wants more than you can actually give them.?So, then they fade away, or they’ll refund.?So, you have to give them something amazing.?Anything over a thousand dollars, we contract.?Because, if you don’t contract it, you can’t defend it on a refund, or a charge back with your merchant provider, and you’re going to get stung hard.
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????How do you handle people’s concerns and objectives??Again, stay to the goal.?What do you want??I’m handling objections by using my credibility.?I’m using testimonials.?I’m using evidence.?I’m using stories of different people, and how they did it.?I have a very clear structure called ask tell ask.?Ask them what they want.?Tell them you’re the solution and ask them for money.