Price objections arise when prospects push back that quoted fees or total cost of ownership are too high during the sales process. Skilled sales reps anticipate and address pricing concerns by conveying value, citing fair policies, promoting payment plans, or providing limited concessions.
Pricing should align to demonstrated gain for that customer. Handled well, price objections present opportunities to reinforce worth versus simply discounting. Buyers may leverage price to negotiate. Maintaining margins while overcoming pricing barriers requires strategic persuasion skills.
Proactively addressing potential sticker shock reduces price objections. ROI calculators and financing options ease barriers. But irrational price biases may still persist. When objections seem insincere, holding firm signals confidence in true value.