Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and will ultimately go back to what they can control and that is price (guess what they will lower it).
The key is to have well through out responses that drive value like "Outside of price what are the 3 major factors that will go into you decision making and why?" This makes the client define their values drivers so the sales professional can match their benefits to those values. But when a rep describes what they "try" to do, wow watch out hear comes a lower price offer
Check This Out:
http://www.youtube.com/watch?v=dr33Aw4S8N4
