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What is the one quick word or phrase you can use to overcome the price objection?

As far as I know, it does not exist. If overcoming the price objection was that easy, everyone would do it. In fact, it takes a process - or more accurately, a Sales Process Methodology. There are many of these available from different resources. Here at SaleSSuiteS we subscribe to the P.L.U.S.H sales process methodology developed by Chuck Reaves.

There are five principles behind a successful value-added sale. Each is represented by a letter in the word PLUSH. By following this process, you will be better able to overcome or even eliminate the price objection. Each step must be completed in order. By mastering the elements of Positioning, you can insure you are talking to the right person about the right things before moving to Listening.

You can learn these principles well enough to overcome - or even eliminate - the price objection. In addition, you can learn more elements of value-added selling like how to write  proposals that stand out from all the others, how to use the feature-benefit analysis more effectively and how to negotiate from a value position, not a price position.

 

 

      

Chuck Reaves,

CSP, CPAE, CSO

More than 3000 audiences all over the world have heard him speak. A former top salesperson for AT&T, Chuck was the highest producer out ofClose had 1,100 salespeople. He left the largest corporation in the world and formed the smallest. Since then  he has worked with large and small organizations to help them raise their prices and their volumes simultaneously.

He is the author of seven books, is a member of the Speaker Hall of Fame and has earned the Certified Speaking Professional designation.

For his volunteer efforts he has been named “Outstanding Georgia Citizen”, “Veteran's Advocate of the Year,” and has received recognition from two U.S. Presidents and other dignitaries.

He is a decorated Vietnam veteran and a successful entrepreneur living in the Atlanta, Georgia area.

 

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