Price objections aren't equal.(CLARIFY THEM FIRST)(Brief article)

Official Board Markets, February, 2006 by Reilly, Tom

Price objections fit nicely into five categories: price, cost, value, games, and process. Each requires a different response strategy. Price objections are short-term objections, as the buyer may not have the budget or money to afford your alternative. This includes sticker shock, expectations of a lower price, and buyers that just don't want to pay what you are charging.

Their attitude does NOT make your price too high. Cost objections are long-term objections because the root cause of the objection may be a broader cost-cutting effort by the buyer and his company. Your price is part of an austerity program or efficiency initiative. Value objections refer to the buyer who does not see the equity between your price and your package or the...

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