Successfully Handling Price Resistance

For sales people to be totally in control when discussing price they need to understand the psychology of what’s happening when a client resists price.  This session is not about handling price objections but rather avoiding price objections by appreciating why a client might perceive price to be too high.

OBJECTIVES:

By the end of this session group members will be able to:
·       Identify the comparative standards a client uses when considering price.
·       Adopt techniques for resisting pressure from the client with regard to quoting price at an early stage in the sales process.
·       Explain the difference between: Price, Cost, Worth and Value.
·       Demonstrate the areas in which sales people/account managers must add value.

KEY KNOWLEDGE DIVIDENDS to group members:

By understanding the importance of developing the right mental attitude towards price resistance, group members will be able to handle any resistance with confidence.

Understanding the psychology behind price resistance means we are:

a)      Able to recognise and work with the fact that price is always relative.
b)     Help the client to make a proper value judgement.
c)      Resist attempts to be bullied into giving a price too early in the sales process.
d)     Build value into every customer’s experience of our organisation.