--- title: Coaching to Better Price Objection Handling description: Coaching Price Objection Handling 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 ## Coaching to Better Price Objection Handling July 17, 2012 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [0 comment](https://www.salesprogress.com/progress-coaching-blog/bid/88790/Coaching-to-Better-Price-Objection-Handling#comment-listing) ![Coaching to Better Price Objection Handling](https://www.salesprogress.com/hs-fs/file-14492373-jpg/images/priceobjections.jpg) [coaching](https://www.salesprogress.com/progress-coaching-blog/topic/coaching), [Employee Development](https://www.salesprogress.com/progress-coaching-blog/topic/employee-development)     ![describe the image](https://www.salesprogress.com/hs-fs/file-14492373-jpg/images/priceobjections.jpg?width=294&height=198&name=priceobjections.jpg)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](http://www.youtube.com/watch?v=dr33Aw4S8N4) [Don't Stop Coaching](https://www.salesprogress.com/progress-coaching-blog/bid/88787/Don-t-Stop-Coaching) [Inspiration. . . a Key Part of Coaching](https://www.salesprogress.com/progress-coaching-blog/bid/88796/Inspiration-a-Key-Part-of-Coaching) ### 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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