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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: 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. |