Brandon Hull, at Salesteamtools.com, gives a nice formula for competing on price:
Here’s a simple formula to follow:
- Ask/Clarify. Make sure you understand the objection clearly by restating it back to your buyer.
- Isolate. Find out if this is the only concern he or she has.
- Answer. Tackle the objection or concern head-on with why your price
is what it is. This should be done directly, with sound reason, and
with a reminder of the client’s or prospect’s reason for looking for
- Ask. Ask for buy-in to ensure the concern has been resolved completely, and ask again for their decision.
But, you need to go to his blog to get the Secret weapon for competing on price | Salesteamtools.com