From the course: Sales: Handling Objections

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Sales objection one: Price or budget

Sales objection one: Price or budget

From the course: Sales: Handling Objections

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Sales objection one: Price or budget

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- You're the regional sales representative for a company that offers IT training packages. Three months ago, you were given a lead to present your company's program to Mark Evans, who's the learning and development manager for Midwest Pharmaceuticals. He will be making the final decision to purchase licenses for the 1500 employees of the company. Your meetings have gone well up to now. And then today, Mark brings up an objection that halts the conversation. He says, "I've appreciated your detailed presentations, but I'm concerned about the price. And I think your offering is too expensive." Or maybe mark has a different money-related objection and tells you, "I just don't have the budget right now for this expense." Pricing and budget concerns are the two most common objections. You need to anticipate Mark raising one of those issues and have an honest response already prepared before your visit. There are dozens of…

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