Selling Value

Make sure prospects understand your product's benefits.

Grow Your Business, Not Your Inbox

Stay informed and join our daily newsletter now!
1 min read
Opinions expressed by Entrepreneur contributors are their own.

The majority of price objections are buying tactics and should be dealt with accordingly. One that's generally not a ploy, though, is when prospects say that the of your proposal is less than its price. If that's truly their , you need to take a completely different tack.

Now is the time to make sure you're telling prospects about the of your idea, not the features of your product. Benefits have value; features have price tags.

This is also the time to repeat your benefits and get prospect agreement on each one. It's likely that prospects forgot or overlooked some of your idea's benefits during the presentation.

You can also bring out any "minor" benefits that you haven't covered yet. They may not be insignificant to prospects, so load them on if you need to. The only way to tilt the price/value equation in your favor is to increase the perceived value.

Excerpted from Creative Selling: Boost your B2B sales

More from Entrepreneur

We created the SYOB course to help you get started on your entrepreneurial journey. You can now sign up for just $99, plus receive a 7-day free trial. Just use promo code SYOB99 to claim your offer.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
From business to marketing, sales, design, finance, and technology, we have the top 3 percent of Experts ready to work for you. Join the future of work and learn more about our Expert solutions!

Latest on Entrepreneur