As a sales rep, there’s one objection I know you hear nearly every day. I was recently talking to a sales leader who went as far as to say this objection is so prevalent that it consists of half of all objections.
Yes, it’s the dreaded price objections. Admittedly, 50% sounds a little high if you’re selling big-ticket items B2B, but nonetheless, this is still the number one objection sales reps face.
We’ve all got that email or call before: “I’m interested, but the price is a bit steep. What kind of discount can you offer?”
For many sales reps, it can tempting to quickly respond with a reasonable discount in an effort to wrap up the sale. But this isn’t always the best response. In fact, more often than not, it’s a pathetic response. After all, if your product provides real value, the prospect will benefit – even when paying full price.
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