The Audible-Ready Sales Podcast How to Deal with Price Objections
Feb 28, 2023
Antonella O'Day, a sales facilitator and Force Management practitioner who helps teams win by positioning value. She explains how to stay calm and prepared when price is questioned. She shows how to uncover why buyers ask for discounts. She outlines ways to reinforce value and prepare for late-stage price pushback.
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Respond Calmly To Discount Requests
- Stay calm and confident when a buyer asks for a discount instead of panicking.
- Antonella O'Day advises breathing, preparing for negotiations, and projecting confidence so buyers don't assume there's wiggle room.
Preprice Conversations Decide Discounts
- The conversation before price determines whether discounts will be necessary.
- Antonella says surfacing depth of pain, quantifying it, and painting desired outcomes makes discounts avoidable.
Slim Pipelines Increase Discount Pressure
- When pipelines are slim, the instinct to hurry deals increases discount risk.
- Antonella warns that slowing down and being more curious and strategic preserves margin in tight markets.