handling the dreaded price objection - contractorselling.com · 2015-12-01 · handling the price...
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Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
Handling the Dreaded Price
Objection Joe Crisara
America’s Service Sales Coach
Do People Always Buy Cheaper?
Read The Writing On The Wall
Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
The Power Of Being Different
Ways To Create Higher Value
Handling the Price Objection #1
Stand firm, ask again…
“What should we do?”
Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
Handling the Price Objection #2
Remove the top option…
“What should we do?”
Handling the Price Objection #3
Higher quality vs cheaper price…
“What should we do?”
Handling the Price Objection #4
What corners would you like to cut?…
“What should we do?”
Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
Handling the Price Objection #5
Short term/long run?…
“What should we do?”
Handling the Price Objection #6
Why do you think we’re worth more?…
“What should we do?”
Handling the Price Objection #7
What do you do for a living? Overpaid?…
“What should we do?”
Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
Handling the Price Objection #8
Why are you telling me & not buying from them?…
“What should we do?”
Handling the Price Objection #9
Rather buy from me or someone who would quit?…
“What should we do?”
Handling the Price Objection #10
Ask the cheap guy to justify THEIR price…
“What should we do?”
Handling the Dreaded Price Objection Call us toll free at 877-764-6304
Copyright 2013 ‐ All rights reserved ContractorSelling.com
Handling the Price Objection #11
What’s the warranty worth when I’m outta business?
“What should we do?”
Rick Picard $6 Million Dollar HVAC Salesman
Next Week… Handling the Common “Think‐it‐over” Stall
Thursday, Feb. 14th 1pm eastern
Joe Crisara America’s Service
Sales Coach