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High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

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CHAPTER 11How to Handle Price Objections

MANY TIMES SALESPEOPLE deliver a great sales presentation. They engage the customer and do a wonderful job of understanding the customer’s needs and desired benefits. When it appears they have everything going for them in order to close the sale, the customer suddenly throws out a comment or makes a statement that leaves the salesperson speechless.

Sometimes the statement is as simple as, “Your price is too high.” Other times it can be a more complicated objection, but the meaning is the same—the customer is looking for a discount. No matter how the objection is raised, salespeople usually have a common response: They start thinking the sale might not happen.

When you are confronted with this situation, ...

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