Sales: How Do I Handle Price Objections?

Handling price objections is all about communicating the value you bring to the table. In this episode, Marty Grunder provides the language and tools you need to do it yourself. From the exact steps to follow and words to say if a client objects, to handling issues with price increases due to inflation, the bottom line is, “data eliminates drama” - provide facts and details. Train your sales team, rehearse, role-play, and be prepared.

Discussion Points:

• Price objections are a constant to deal with
• Clients and price objection - have you done your job selling your value?
• Reading the best sales books - check out Mike Weinberg
• Consultation fees
• Steps to overcoming objections:
  • Validate their concerns, ask for other objections
  • Explain your fees and your value
  • Confirm that you’ve overcome their objections
• Overcoming objections to price itself:
  • Acknowledge and thank them for their concerns
  • Ask for a little time
  • Compare the details provided by your competition
  • Logical explanations work - data eliminates drama
• Other scenarios - inflation- everything has gone up - get ahead of objections
• Join us for more on sales at the Grow Conference 2024

The Grow Show podcast is sponsored by STIHL and brought to you by The Grow Group - a leading coaching and education firm for landscape professionals. Your host is Marty Grunder, president and CEO of The Grow Group and Grunder Landscaping Co., one of the most successful design-build operations of its kind in the Midwest. The Grow Show shares ideas, tips, tactics, and insights that will help you grow your landscaping business.

Resources:

Book: Sales Management Simplified by Mike Weinberg

The Sales Management Simplified Podcast

GROW! Conference Feb 2024

The Grow Group

Grunder Landscaping

Marty Grunder LinkedIn

Stihl