There’s a truth about price objections that you need to be familiar with.
We’ve all been there as sellers. We walk into a buyer’s office, shake hands, and are immediately asked what our pricing looks like.
Questions about pricing that get asked prematurely can throw a salesperson off their game. Often, they don’t want to give away their pricing structure too early. In some cases, the seller simply doesn’t know. Regardless, sellers will often dance around the question, stutter, and show a lack of confidence when such pricing-related questions are asked too early.
To find the solution to this, you need to look at your favourite stand-up comedian. Yes, you read that right.
It doesn’t matter what kind of comedian he or she is, what they talk about, where in the world they perform, or what era they’re from. Every great comedian handles heckles masterfully.
And, that’s what you need to look at price objections as…heckles!
When a comedian gets heckled on stage, the best ones stay composed and know exactly how to reply. It’s as though they don’t even miss a beat!
This is what every seller needs to be able to do.
It doesn’t matter as much how you reply, whether you tell them it’s too early in the process, or that you won’t know until you ask a few questions, the important thing is that you’re able to stay composed and reply back immediately and confidently to the prospect.
By doing this, you demonstrate to your buyer that you’re confident, composed, and not afraid of your own pricing!
One of my common responses (and it isn’t wrong for the products I sell) is “I’ve narrowed it down to somewhere between one and twenty million dollars, but it depends on how we build it out” always gets them ready to discuss configurations first.
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