August 06, 2010

How to Convert Price Objections into Sales

Jim had just finished a fine presentation on the features of his state-of-the-art printers and the benefits his prospect would enjoy when he installed the system in his office.

The prospect acknowledged that it was a good product, but then uttered the phrase that salespeople hate to hear: "I can get the same for less money.â€

To which Jim responded, "I’m glad you brought that up.â€

Jim believed that, in the long run, agreement with the prospect would be more profitable than disagreement.

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