Proficiency test to deal with price objections.doc

 PAGE \* MERGEFORMAT 7 Proficiency test to deal with price objections Customers for the ‘price too high’ complaints existed since ancient times, especially in today’s inflation, the product prices will no doubt continue to rise. If you use the method correctly, then the customers complain about the price too high, is very easy to be overcome. However, many salesmen due to hear a lot of customers complaining about the price of the product caused by themselves believe that the price is really too high. Many salesmen are often overlooked this fact: a few will pay attention to the credibility of the companies set their prices too far off the mark. Thus, a good salesman must learn how to easily overcome the customer complaints and objections on the price. The following can help you solve these problems to overcome price complaints. If you are subject to the following answer is’ yes: if, then fill in the question mark behind the scores; If your answer is’ no ‘, then the score column marked with zero, and finally put all the points add up. Problem scores 1. When you are faced with customers complaining about the price, you can immediately tell whether this is a real opposition, or the customer would like more than an understanding of price information and requirements? (LO min) 2. You really believe you are not too high a price? (10 points) 3. Are you aware and understand all of your competitor’s prices and the quality of their products? (10 points) 4. Are you well aware of the product you are selling the original price and the product sold, you still need to pay after all the costs? (10 points) 5. Do you know your company spent on advertising cost and targeting the customer value? (10 points) 6. After-sale repair service costs is not included in your price in? (5 points) 7. For the competitor’s price and service benefits, are you good to make up for and fight for advantage? (10 points) 8. If you have a price for those in the ‘edge of the boundaries’ prosp