Money Is Never The Real Objection

By Sharon Drew Morgen

A money objection is merely a commentary on the buyer not knowing the difference between two (or more) things: if you dont know the difference between one thing or another, price is the only differentiator. Once people determine a value, there is nothing to object to they either want it or they dont.

When we sell to a need, and use our personalities and solution details as the basis of our selling activities, we encourage a price conversation. After all, until or unless a buyer recognizes all of their decision criteria, they will make no decisions. Giving them data too early ensures they dont know where the information fits or who will need it, or how it will be used not to mention that at the pitch level many products seem similar. So when positioned too early into a buyers decision cycle, they may see price as a differentiator.

Once buyers travel through all of the decisions they need to make, and then know where and how the solution fits into their environment and they can garner buy-in from those people or policies that are attached to the Identified Problem, they will know how to buy, what to buy, and why to buy. The price will not be an issue.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• sharon drew morgen
• money
• sales
• objections
• price
• conversation
• value
• buy

[amyleoness]

Unclebobpart2 (below) is an a-hole. You offer good advice, thank you.

[unclebobpart2]

How about this: maybe the "customer" doesn't want to spend money on the crap that you are trying to sell. You salespeople make me sick. Don't you get it? NO MEANS NO.