What the buyer says: “It costs too much. Money is going to be a problem.”
What it means: The buyer doesn’t see the value your solution delivers. Perhaps they can’t justify spending more than they did previously.
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Turning a No Into a Yes
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Effective communication
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Similar ideas to Types of Money Objections: Value Challenge
What the buyer says: “Wow, that’s a lot. Can we do it for less?”
What it means: This comes from the buyer who always asks for a price reduction because it’s worked in the past. Their philosophy is that it can’t hurt to ask.
What the buyer says: “It’s not in the budget.”
What it means:
(a) It’s true, and they’d like to see what can be worked out.
(b) It’s true, and they’re using that as a bargaining chip.
(c) It’s not true, and they’re just saying it.
Communicate a clear picture of the value of the solution you established in the selling process. The right buyer can usually “find” the money if the value is too strong to pass up—if the solution you’ve proposed answers their needs especially well.
Most times when buyers say, “Your price i...
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