| Updates from Marvin Montgomery Sales Tip #442 From The Sales Doctor Sound-Bites Recently I’ve been using the term “Sound-bites” when referring to the Price and Postponement Objection. Webster defines a sound-bite as “a brief catchy comment or saying.” I define it as someone who isn’t sharing enough information for you to respond. When the prospect says “Your price is too high,” or, “I want to think about it,” that’s a soundbite. They haven’t given you enough information for you to respond yet. That means you have to ask for clarity by asking: “How come you feel the price is too high? Or, “what’s keeping you from moving forward?” The answer they give to your question will provide you the information needed to respond. |
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