Many salespeople believe these words should be followed by a sophisticated move, or maybe it is time to begin negotiating…the truth is, neither is really true. Successful salespeople have learned how to control a sales call. The best way to do that is to ask all the questions, and rarely answer those of your prospect.

Even if we should answer questions, is “Your Price is Too High” even a question? No.

Many prospects have figured out the average salesperson is quick to cut their price. One simple statement and they begin eroding the company’s profit margin.

How should this all too common scenario be handled? First, never answer an unasked question. Rather than justifying your price, or attempting to sweeten the deal by lowering it, stand your ground. Try softly asking, “which means?” or “you must be telling me that for a reason?” or even “compared to?”. You may be shocked at how many of your prospects and customers come back with something other than you need to lower your price.

Remember, “Your Price is Too High” is a statement, not a question. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

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