Handling Objections
Read Article“I Need To Get Some Other Quotes”
When a prospect wants other quotes, don't cave on price. Three tactics, Reward & Refocus, Sense It & Say It, and Easy Exit, handle this stall with confidence.
Topic
Negotiating & Price
Protect margin, discuss money openly, and avoid the common negotiating mistakes.
7 articles
Negotiating & Price articles
Handling Objections
Read Article“Your Price Is Too High”
Price objections are often smoke screens. Confirm price is the real issue first, then find out how far apart you are before you give ground.
Negotiating & Price
Read ArticleWinning Negotiating Tactics
Win-win negotiating starts with the right mindset and solid prep: ask questions, never concede without a trade, and stay ready to walk away.
Negotiating & Price
Read ArticleCommon Negotiating Mistakes
Salespeople negotiate badly when they want the deal too much. Avoid getting emotional, conceding too fast, talking too much, and missing the buyer's pain.
Handling Objections
Read ArticleMaintaining Your Price
Price objections come with the territory. Stop signaling you'll cave, find more pain, and reframe the talk from price to value to hold your number.
Qualifying Opportunities
Read ArticleDiscussing Money
Money is part of the qualifying puzzle. Use these questions to uncover budget and the cost of the pain before you present your solution.
Qualifying Opportunities
Read ArticleShow Me the Money
Money gets discussed superficially because of fear and self-limiting beliefs. Set a trap so budget becomes part of the conversation before you propose.