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How To Handle The Price Question

price

I receive emails all week long asking me how to qualify prospects better, how to stay in control when the prospect is blowing you off, how to overcome initial resistance, how to get to the decision maker, etc., etc.. I like to call those reps back that actually leave a phone number, and when we do a little role playing I find out the same thing over and over again – They are all winging it!

Let me tell you right here and right now: If you want to be a Top Sales Producer, YOU MUST script out effective responses to the questions and objections you get every single day. If you think you don’t need to do this, that you’ve been in sales long enough to know what to say, and that you are doing fine without them, then I’ve got a little test for you: What do you say when your prospect asks you about the price of your product or service?

In other words, after you give them the price, what do you do? Do you:

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