A Sales Associate's Most Important Words
Now I know someone is thinking: “All my customers have the problem of not wanting to pay a fair price for my products and services.” I am the first to agree price is very important, but it’s an obstacle you can overcome.You overcome the price objection by increasing the benefits you provide the buyer. I know you have heard that time and time again. But now go one step further. Put a dollar value on your benefits. Now you’re not only addressing the customer’s problem (money) you are doing it with the benefits that will solve their other problems, needs and wants.
Here are four ways to turn your intangible benefits into a dollar amount that will show the consumer you offer a better value:
- Provide examples of how others have lost money when not using your benefit (horror stories).