The Progress Coaching Blog

    Coach Your Sales Team to Handle Price Objections

    April 27, 2013 Posted by : Tim Hagen
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    All salespeople struggle with handling price objections. The fact of the matter is salespeople often are at odds with the circumstance. For example, when a salesperson gets a request to lower the price often they simply want to lower the price to meet their monthly or quarterly goal. The challenge is sales teams often lower the brand or the value of the company without even knowing it. It is imperative that sales leaders coach their salespeople on handling price objections and positioning them to successfully negotiate. When a salesperson is apt moment with the customer receiving a price objection they must know the following three things:


    Do they know what to do (knowledge)


    Do they have the skills to actually do it (skills)


     Can they do it with confidence and conviction (behavioral)


    Then and only then will salespeople be positioned to handle price objections successfully. Please watch the video below is this will give you a really good idea how to go about starting to coach her sales team to handle price objections more successful.


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    About Author

    Tim Hagen
    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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