Comment utilisez-vous les questions et l’écoute active pour comprendre la cause profonde des objections de prix?

I recall working with a client who struggled to understand why prospects were hesitating over price. By teaching them to identify the specific type of objection, we were able to address concerns more effectively. Is it budget constraints? Is it value perception? Is it comparison shopping? and don't forget to Sell smart, close with confidence.

Eu uso perguntas abertas para explorar as preocupações do cliente em relação ao preço, permitindo uma compreensão mais profunda das suas necessidades e prioridades. Através da escuta ativa, demonstro interesse genuíno em suas respostas, identificando a verdadeira causa raiz por trás das objeções de preço. Isso me permite oferecer soluções personalizadas e destacar o valor do produto ou serviço, ajudando a superar as objeções de forma eficaz.

conocer los insigths que transmite el cliente ayudan a definir que aspectos valora mas para tomar la decisión de compra y quiere tener la plena seguridad de que al cerrar trato con uno tiene el respaldo necesario.

To understand price objections, start by asking open-ended questions like, "What budget constraints are you facing?" or "What features are most important to you?" This helps uncover the root cause, whether it's budget issues or perceived value. Practice active listening by paying close attention to their responses and noting any specific concerns. Validate their feelings and address their worries with tailored solutions or alternatives. This approach helps demonstrate how the product's value justifies the cost and aligns with their needs.

In all of the work that I do, identifying and overcoming objections rates high up there in terms of where people need help. Price objection is just one of many types of objection. Typically, I see that almost any objection can be linked back to a lack of trust in either the product/service, the salesperson themselves or the company that they represent. The best way to identify the type of the objection is to ask great questions. Open ended questions that begin with phrases like "explain to me..." or "can you tell me" are a great way to get even the most restrained buyer from sharing information. Get them talking and you'll be in a position to identify and address the objection.

Acknowledgement is the first seen point in relating to know price objection. It shows you validate their concern and they feel heard by you. Empathizing with clients shows that you understand their pain points on the price and you sincerely wish there is a better way to assist.

A salesperson I coached was quick to dismiss objections without acknowledging the client's feelings. By learning to empathize and acknowledge concerns, he built stronger trust with prospects. Listen without interrupting Validate their concerns Express understanding sincerely and don't forget to Sell smart, close with confidence.

One the best ways to empathize and acknowledge is to use a simple framework called Feel, Felt, Found. There are so many ways to help handle an objection, but this one is the simplest and the best. Here's how it works. The prospect serves up an objection. Then, your response goes something like this... "I understand how you feel" - this shows empathy and builds immediate trust. “I work with other executives who felt the same way” - this shows that you have a lot of experience and that this prospect's issue is not unique. “What they have found is...” - here is where you introduce the solution that will address their objection. Feel, Felt, Found is simple and powerful

I once helped a team improve their closing rates by training them to ask deeper questions to uncover hidden issues. Through effective probing and active listening, they revealed underlying problems affecting the sale. Use open-ended questions Dig into specific needs Clarify uncertainties promptly and don't forget to Sell smart, close with confidence.

A client of mine was losing deals because they didn't confirm if their solutions addressed the objections adequately. Teaching them to resolve issues and confirm satisfaction led to more successful closes. Provide tailored solutions Seek agreement explicitly Reiterate key benefits and don't forget to Sell smart, close with confidence.

If the initial ice breaking and probing is done right then one can use that input for up coming objections of any kind. With social media now relevant and each one expressing what one feels relevant across platforms also helps understand the Need which leads to a Deal for both entities

In my experience, I've seen dozens of ways to understand and overcome objections. While there is so silver bullet, there are some consistent principles that will help in almost any situation. Here are some of my pro tips. First, be prepared. Expect objections and be prepared to overcome them. Stay calm - so many people get nervous when facing an objection. Ask questions and listen carefully. Acknowledge the objection - the worst thing you can do is to try to dismiss it. Play it back to them to ensure you got it right. Then you can address it and overcome it with the proper solution and benefit. Overcoming objections is a key skill for any sales professional