We want a 15%!discount.”
Your instinct might be to discount your product to get the deal done.
Or to go into overcome mode by saying something like:
“I understand. In fact, I had two other customers just like you who were uneasy about the price at first. But what they found was … ”
However, when you go into overcome mode, conversations often feel awkward.
What’s the way out?
Detach from the outcome using Chris Voss’s approach.
Understand the objection, don’t overcome it.
P: “We want a 15% discount.”
Rep: “Thanks for considering us. I know you have a lot of options. Is price your only concern?”
“How can we reduce the price by 20%?”
P: “Can you discount implementation?”
R: “How can we reduce implementation and ensure the product is adopted?’”
P: “Well, there are less expensive vendors.”
R: “Sounds like you have comparable options that cost less.”
P: “Not exactly.”
R: “Not exactly?”
P:”Your product is the easiest to use and we like the 24-hour chat support.”
R: “How are you going to solve for that with other solutions?”
Don’t overcome objections, understand them.
Move with objections, not against them.