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The Managers Role in Price Objections

  
  
  

Handling price objections is a skill that needs practice. Most salespeople need to build their confidence in this area since it can be a daunting task when a customer proceeds to push for them to lower the price. Managers need to step in and coach their employees through the process of rejecting a price objection. This can require one-on-one coachimanagers roleng, group sessions or peer-to-peer meetings.

In each session, role-playing should be mandatory since the only way to get better is to practice the task at hand. In group sessions, the manager should observe the interactions and offer constructive feedback at the end, and in peer-to-peer meetings, both people should point out the positives and the negatives that they saw in the session.

Taking the role-play to the floor is the hardest part and managers should provide recognition when employees have performed the task well. If a sales rep sees real world results as well as approval from upper-level management, they are more likely to continue confidently handling price objections.

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Comments

This is something that sales coaches must learn more about... so they can effectively share it to the people who look up to them.
Posted @ Tuesday, July 26, 2011 10:34 PM by Coaching Employees
Practicing dealing with this price objection is what turns theory into skill. 
 
Also, managers need to make sure that their people are "sold" on the price. If the people who are presenting the price to the prospect don't believe in the value, then no amount of practice will help. First sell your people and then let them sell the prospect.
Posted @ Wednesday, July 27, 2011 12:14 PM by Brian Jeffrey
Comments have been closed for this article.