Win the Price Conversation: Proven Methods to Handle Objections
Summary
Host Mark Hunter discusses strategies for handling price objections with confidence and integrity. He advises distinguishing between early-stage qualification and late-stage negotiation, emphasizing asking outcome-focused questions rather than immediately discounting. Hunter warns against lowering prices without removing value and shares anecdotes illustrating how holding ground can secure deals.
Topics discussed
Introduction: Handling price objections with confidence
Timing matters: Early vs. late objections and pricing strategy
Asking questions to uncover the real reason for the objection
Separating budget constraints from perceived value issues
Building trust and qualifying the ideal customer profile
When and how to lower prices: Removing value first
Case study: Holding ground with a bank executive
Case study: Restating the problem to a CEO
Maintaining confidence, body language, and closing thoughts
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