--- title: Three Tips to Handling Price Objections description: Price objections. They are the one thing every sales person receives, and it is an area that most sales people need help. image: https://www.salesprogress.com/hs-fs/file-14492373-jpg/images/priceobjections.jpg --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## Three Tips to Handling Price Objections July 13, 2011 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [0 comment](https://www.salesprogress.com/coaching-leadership/bid/68170/Three-Tips-to-Handling-Price-Objections#comment-listing) ![Three Tips to Handling Price Objections](https://www.salesprogress.com/hs-fs/file-14492373-jpg/images/priceobjections.jpg) [Sales](https://www.salesprogress.com/progress-coaching-blog/topic/sales) ![priceobjections](https://www.salesprogress.com/hs-fs/file-14492373-jpg/images/priceobjections.jpg?width=218&height=147&name=priceobjections.jpg)Price objections. They are the one thing every sales person receives, and it is an area that most sales people need help. A sales person’s typical response is to go to the manager to find out if the product or service price can be lowered, and while in some cases this may be necessary, it is not always the right solution. There are ways to combat price objections: 1. Fully understand the customer’s needs and explain how the product best fulfills their needs. Make sure the competition may offer a lower price, but do they offer the same benefits and features that the customer needs. Tell the customer why your product is the best and why a cheaper product may not be the best option. 2. Question. Question. Question. There are certain questions that a sales person can ask to figure out points of interest that may stop price objections. Ask, “Outside of price, what are two or three factors that go into your decision making?” Then make sure to point out that your product has those attributes. 3. If you must lower the price then get something in return. When you see that the customer will not budge on a price lowering then ask them for a little something in return. Ask if they have anyone that may be in need of your product or service. Then ask that they refer their friends or business partner to your company. That way, if you are lowering your cost, you are still able to make up the difference. [Recent Research Shows Us Why We Need to Coach Our Employees](https://www.salesprogress.com/coaching-leadership/bid/67982/Recent-Research-Shows-Us-Why-We-Need-to-Coach-Our-Employees) [The Managers Role in Price Objections](https://www.salesprogress.com/coaching-leadership/bid/68171/The-Managers-Role-in-Price-Objections) ### About Author ![Tim Hagen](https://app.hubspot.com/settings/avatar/f1c7d47389e089ace5c6d5604e49f7c5) Tim Hagen Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. 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