changingminds.org

How we change what others think, feel, believe and do

 

Disciplines

 

Techniques

 

Principles

 

Explanations

 

Theories

 

 

Home

 

Blog!

 

Quotes

 

Guest articles

 

Analysis

 

Books

 

Help us

 

Links

 

 

Please help
and share:

 

Overcoming Initial Resistance- We Just Want the Price

 

Guest articles > Overcoming Initial Resistance- We Just Want the Price

 

by: Jon Gilge


Your prospect tells you...

"We Just Want the Price."

Well of course they do.

So do I when I make a purchase, but I also understand that I need to know more than just the price to evaluate the price in the context of what I will receive for it.

Do your prospects know this too?

Yes they do.

So why then do they tell you so often that they just want the price?

The answer is that what they really want is control over the sales conversation.

Initial resistance is based on the prospect's anxiety over the buying process, and their fear of being "sold" something that they really don't need or want. This anxiety is overcome later on in your sales presentation, but in order to get to the presentation you have to overcome the initial resistance to it.

Remember, you are not responding to what the expression of initial resistance literally means, but to what the prospect is thinking he is accomplishing by saying it.

Here's how a professional responds when a prospect tells you they, "just want the price."

"Mr. Prospect, I'm glad you said that. My experience is that people who are not interested in the price are not really interested in what benefits my product provides. So I'm glad you want the price and I want to give it to you as soon as possible. My promise to you is to get to the price as soon as I can, which is as soon as I know if the product is even right for you. Can I ask you a few questions to figure that out?"

By validating the prospect's desire to get to the price, even welcoming it, you can move the prospect into the initial phase of the presentation- information gathering. If you insist on the presentation, tell the prospect that you need to give him some information first, or otherwise imply that you can't just give him the price you will quickly cause the prospect to defend his request and further insist on getting the price first.

Like most expression of initial resistance, prospects who just want the price are attempting to gain control over a situation that produces a great deal of anxiety for them. As a professional salesperson it is your job to help them through that anxiety so that they can evaluate the benefits of your products and benefit from a decision to own it.


The Sales Giant is the publisher of the popular Sales Giant Training Blog (www.salesgianttraining.com/blog)  and the author of the FREE 'Master Closing Guide' that you can download instantly at www.salesgianttraining.com/free-master-closing-guide. For more information on all of the sales training resources they offer, please visit them at their online home at www.salesgianttraining.com.


Contributor: Jon Gilge

Published here on: 28-Oct-11

Classification: Sales, Psychology

Website: www.salesgianttraining.com

More Kindle books:

And the big
paperback book


Add/share/save:


 

 


Save the rain


 

 


SalesProCentral

 

Contact Caveat About Students Webmasters Awards Guestbook Feedback Sitemap Changes

 

 

Quick links

Disciplines

* Argument

Brand management

* Change Management

Coaching
+
Communication

Counseling

Game Design

+ Human Resources

+ Job-finding

* Leadership

Marketing

Politics

+ Propaganda

+ Rhetoric

* Negotiation

* Psychoanalysis

* Sales

Sociology

+ Storytelling

+ Teaching

Warfare

Workplace design

 

Techniques

+ Assertiveness

* Body language

* Change techniques

* Closing techniques

+ Conversation

Confidence tricks

* Conversion

* Creative techniques

* General techniques

+ Happiness

+ Hypnotism

+ Interrogation

* Language

+ Listening

* Negotiation tactics

* Objection handling

+ Propaganda

* Problem-solving

* Public speaking

+ Questioning

Using repetition

* Resisting persuasion

+ Self-development

Sequential requests

Stress Management

* Tipping

Using humor

* Willpower

Principles

+ Principles

Explanations

* Behaviors

+ Beliefs

Brain stuff

Conditioning

+ Coping Mechanisms

+ Critical Theory

+ Culture

Decisions

* Emotions

Evolution

Gender

+ Games

Groups

+ Identity

+ Learning

Meaning

Memory

Motivation

+ Models

* Needs

+ Personality

+ Power

* Preferences

+ Research

Relationships

+ SIFT Model

+ Social Research

Stress

+ Trust

+ Values

Theories

* Alphabetic list

* Theory types

 


  Changing Minds 2002-2013

  Massive Content -- Maximum Speed

TOP