If the price concern is something that gets in the way of helping a prospect to buy from you, then Marshall W. Northcott may have some ideas for you to consider. A few months ago on LinkedIn I met Marshall through a discussion post. I liked what he had to say, emailed him to connect and now, I am a guest blogger on his world-renown blog, Consultative Sales and Sales Management Professionals of Canada. Just last week he talked about ways to work with the price objection.
If you want to know: why prospects and clients have price objections, how these objections affect the salesperson and three main things to do to protect yourself when then come up, read, That’s Outrageous, it’s too Much Money! by Marshall W. Northcott.
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I went and read the article. Thanks for the link. Focus on creating value. Great reminder.
Here is a quote that follows these lines:
I subscribe to the 'Know You, Like You, Trust You' model of sales. For a real sales relationship to exist, all three of those elements have to be in line. It's necessary to create value and credibility before asking someone to look at what you're offering -Charly Leetham
What this post emphasizes is the laser focus on communicating value and not backing down.
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