The Keys to Price Objections
Module 2 of the “Sales & Business Development” course – or to be followed as a standalone module
Are you losing business opportunities because of a price deemed too high?
The ability to manage price objections is a key skill for any B2B salesperson faced with demanding buyers or customers who are ultra-price-sensitive. This module provides you with the essential fundamentals to respond accurately, confidently, and effectively to objections centered on cost.
In this module, you will learn to:
• Identify the different types of pricing objections: real or pretexts
• Master the levers of value perception: to refocus the discussion on benefits
• Deploy the fundamental models of pricing negotiation: BATNA, concessions strategy, value triangle
• Structure an impactful and professional response: by reformulating, justifying, and reinforcing the perceived value
This module can be taken independently for targeted reinforcement or integrated into the complete “Sales & Business Development” course, for an overall increase in sales performance.
A short, actionable format designed for experienced salespeople, with a direct anchoring in the realities of the B2B sales field.
