How To Overcome The 'Can you give me a Cheaper Price' Objection

Summary

In this engaging video, the speaker discusses the pivotal role of reframing in sales, urging sales professionals to shift from a cost-focused mindset to one centered on results and value. Through relatable examples, such as personal training, they illustrate how to control the narrative by addressing prospects' deeper motivations, thereby fostering empathy and connection. Emphasizing the necessity of continuous training, the speaker inspires salespeople to refine their skills and adapt their techniques to enhance performance and success. The message is clear: effective selling is about helping others achieve their goals rather than simply pushing products.

Takeaways

• 😀 Shift from price-based thinking to results-based thinking for better sales conversations.
• 😀 Personal stories can help control the narrative and make a stronger impact on prospects.
• 😀 Show empathy by addressing prospects' deeper motivations beyond just the cost.
• 😀 Continuous training is essential for sales professionals to stay at the top of their game.
• 😀 Use probing questions to guide prospects toward recognizing the value of a solution.
• 😀 Create a supportive community among salespeople to encourage learning and growth.
• 😀 Encourage prospects to sell themselves by making them feel empowered in the conversation.
• 😀 Frame discussions around achieving personal goals rather than focusing solely on price.
• 😀 Sales is about solving problems for prospects, not just pushing a product.
• 😀 Successful salespeople consistently adapt and refine their techniques based on human behavior.

Q & A

What is the main theme discussed in the transcript?

The main theme is the concept of framing in sales, specifically how to shift prospects' focus from price-based thinking to results-based thinking.

How does the speaker suggest framing an interview question?

The speaker suggests controlling the narrative by providing a story that contextualizes achievements, allowing the interviewer to interpret them positively.

Why is it important to control the frame during sales discussions?

Controlling the frame helps guide the prospect's understanding of the value of the product or service, making them more likely to see the benefits rather than just the cost.

What example does the speaker use to illustrate framing in a personal story?

The speaker uses the example of achieving straight A's in high school to demonstrate how to reframe past experiences to emphasize growth and determination.

What does the speaker mean by 'NEQ reframe'?

NEQ reframe refers to reframing the prospect's concerns by focusing on their ultimate goals, encouraging them to think about long-term benefits rather than immediate costs.

What is the significance of empathy in framing according to the speaker?

Empathy is crucial in framing as it helps build rapport with the prospect, making them feel understood and more likely to engage with the sales process.

How can sales professionals benefit from continual training?

Continual training helps sales professionals develop advanced skills and techniques that allow them to better understand human behavior and enhance their effectiveness in closing sales.

What does the speaker suggest is a common mindset among top salespeople?

Top salespeople view training as an ongoing process, continually seeking to improve their skills rather than seeing it as a one-time event.

How does the speaker propose to handle a prospect's request for a lower price?

The speaker recommends reframing the conversation by redirecting the focus from price to the importance of achieving the prospect's desired outcomes.

What overall approach does the speaker advocate for in sales?

The speaker advocates for a consultative approach to sales, where the salesperson helps prospects identify and solve their problems rather than pushing them towards a purchase.