Whatever product is sold, there is objection every salesperson is certain to encounter from time to time, the price of the product.

How to cope with the challenge can make a great deal of difference in the volume of products sold and more importantly, the profitability of the business.

There are guidelines or tips designed as to how to meet price resistance head –on and come up winning the sales.

• Believe that the price of the product is right. Apart from selling oneself first, a salesperson must totally believe and be convinced that the product being sold is outstanding and one of the best in the industry..
• Make sure the buyer’s real objection is price. The buyer might be citing high price as a disguise to some other objections which the salesperson failed to highlight in his presentation. This could mean not being able to explain the major features and benefits of the products.
• Sell the product and some add-ons. Do not sell the product alone but everything that goes with it i.e. company support and services.
• Highlight the dangers of false economy. The attraction of supposedly low-cost products could be more costly when the product bought is of inferior quality that would need untimely replacement.
• Sell more aggressively during uncertain times. Slump periods offer the salesperson special opportunities that don’t exist at other time of year. When the business is slow, there is more time to prepare for presentation and tailor it to the customer’s special concerns and needs.

The salesperson who combats resistance most effectively is the one who will sell more successfully.

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