Handling the dreaded price objection. Canadian Manager | March 22, 1997| | COPYRIGHT 1997 Canadian Institute of Management. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan.  All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information) Copyright

What's the number one sales objection in today's economy? The price objection, of course. We get it so often that you'd think we'd have developed an answer for it by now. Unfortunately, most salespeople don't take the time to prepare a proper response to this challenge.

Where does the price objection come from and can you counter it? Apart from the fact that your product or service may actually be too high in comparison to what else is available, or that the prospect simply can't afford it, there is only one other prime reason that the price objection comes up, the ...

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