Handling Sales Objections: Educate Prospects

By ILSTV Staff on Mar 07, 2011 in Ask The Expert, Canadian Insurance, Featured, In The Office

View the video here on your mobile device.

Handling Sales Objections with Todd Hochban (Part 5 of 6)

Educate Prospects

Objections to price can also be addressed by educating prospects. When price differences are large appealing to the prospect’s common sense can be effective. Asking the prospect “Wow, that is quite a difference. I have to wonder what you are giving up? Product or service?” When working with commercial prospects equating price differences to their industry is another effective method to consider. Comparing a local retailer’s price to the national chain store’s price will often make your point with this local retailer. I am sure they can come up with many reasons why buying from them is better than buying from the national chain store.

Part 6 of this series will air on March 14. You can find the previous episodes here:

Part 1: Handling Sales Objections: Common Objections

Part 2: Handling Sales Objections: Build Value

Part 3: Handling Sales Objections: Feel, Felt, Found

Part 4: Handling Sales Objections: Begin with Empathy