--- title: Coaching Price Objection Handling description: Price objections can result in a very sticky situation for sales people. As a manager do you know what your salespeople are going to do when they get image: https://www.salesprogress.com/hs-fs/file-14488701-png/images/graph3.png --- [![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 ## Coaching Price Objection Handling August 24, 2011 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [0 comment](https://www.salesprogress.com/coaching-leadership/bid/72470/Coaching-Price-Objection-Handling#comment-listing) ![Coaching Price Objection Handling](https://www.salesprogress.com/hs-fs/file-14488701-png/images/graph3.png) [coaching](https://www.salesprogress.com/progress-coaching-blog/topic/coaching), [Sales](https://www.salesprogress.com/progress-coaching-blog/topic/sales) Price objections can result in a very sticky situation for sales people. As a manager do you know what your salespeople are going to do when they get in that situation? As a salesperson do you know what your manager wants of you when you encounter a price objection? This is why managers need to coach. According to Tom Reilly, who conducted a web cast on handling price objections. Some statistics that Reilly uncovered are that 18% of sales are closed without discounting the price. That leaves the other 78% of sales that are cut-back. Imagine if you coached your employees to deal with price objections. Maybe that 18% might be increased to 40%; that would increase sales considerably. A great way to coach your employees is to participate in a role-play, so when they encounter one of these situations they have practiced and they know exactly how to execute. CSO Insights provides the selling industry's most valuable data in terms of trends.  Below is a graph showing how reps rate themselves in regard to selling value and avoiding discounting:![price](https://www.salesprogress.com/hs-fs/file-14488701-png/images/graph3.png?width=301&height=201&name=graph3.png)   50% admintted to needing improvement in this area.  If 50% of the sales staff is discounting versus selling value, imagine the impact on the bottom line if those reps were given the proper tools to succeed. Download our Whitepaper: [![Download White Paper: How to Overcome Price Objections](https://no-cache.hubspot.com/cta/default/53724/5a2266cb-242b-47bb-819c-3b3be13d88f4.png)](https://cta-redirect.hubspot.com/cta/redirect/53724/5a2266cb-242b-47bb-819c-3b3be13d88f4) [Coaching Attitudes Is Fun](https://www.salesprogress.com/coaching-leadership/bid/72469/Coaching-Attitudes-Is-Fun) [Sales People Can Coach Each Other](https://www.salesprogress.com/coaching-leadership/bid/73630/Sales-People-Can-Coach-Each-Other) ### 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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