("5 Ways to Handle Hurdles" Part 2) 2 Min Power Podcast

At FreeUpWork.com we help busy people freeupwork so they can focus on what they do best.  Join our community of Freelancers, Assistants, web developers, bloggers, writers, musicians, data entry experts, virtual assistants today.   Go to FreeUpWork.com and begin promoting your business or skills globally today. 

Is my product too expensive? Is there another option I could sell the doctor? In general, pharmaceutical salespeople have little flexibility in this area and often resort to “justifying” the higher price. However there are a number of strategies that a salesperson may adopt to maximise the chance of getting a sale on the best possible terms.

My first assertion is to consider all price “objections” as false. This is not strictly true of course; however it is a good place to start understanding how price fits into objection handling (a subject that deserves an article in and of itself and which we’ll address in coming weeks).

Given that readers of this column are likely to be experienced salespeople, I am sure you will all have heard that “an objection is a negative expression of a need.” It is your job to establish what need the doctor (or any other customer) is expressing when he states “I like your product…but it is too expensive”.

The Sale

To begin, stop the focussing on the negative half of this response. Half of this sentence talks about liking your product. Do you know what the doctor likes? Do you know why? Do you know where the value lies for your customer in your product. These are the questions that you, our intrepid salesperson, should be asking yourself when confronted with the price discussion.

I do not propose that the salesperson bombard the doctor with these questions. The sales person should always focus