In a tight economy, buyers will try all means necessary to minimize superfluous spending. That means you’re going to get the discount question.. Force Management Facilitator Antonella O’Day joins us to talk through some best practices for dealing with price objections from your buyer. She covers:

The ideal initial response to hearing a price objection.
Getting to understand the reason(s) behind the objection.
How to respond if the objection persists after having painted a detailed picture of the value and ROI of your solution.
What to do early so you can prepare for the late-stage price objection

Here are some additional resources:

Changing the Conversation with Procurement | Ascender Course
- https://bit.ly/3k6IT2u
How to Become a Must-Have Solution for Customers in Any Economy | Force Management Article
- https://bit.ly/3k3d8Yf
Positioning Value in a Tight Economy | Podcast
- https://bit.ly/3YPA9wp
How to Manage Increased Buyer Scrutiny | Podcast
- https://bit.ly/3xpBgat

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How to Deal with Price Objections

The Audible-Ready Sales Podcast

Uncovering the reason behind discount requests

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