In its latest in a series of educational videos, Stahls’ TV, Sterling Heights, Mich., teaches apparel decorators how to overcome price objections.
In the video, shown above, Josh Ellsworth details five sales techniques to accomplish this goal. He discusses the benefits of meeting price questions directly, preventing customers from forming objections early in the selling process.
The video, called “5 Ways to Overcome Price Objections When Selling Apparel,” stipulates that market research and preparation are key. Sales presentations can then target details that matter most to the customer or target market in question.
The video also outlines five strategies for overcoming price objections:
1. Prevent objections before they happen by defining real value for the product within a specific target market. 2. Determine the customer’s budget up front. 3. Deliver price as a powerful, confident statement. 4. Offer “good-better-best” price options. 5. Confirm the actual objection (price vs. quality, delivery, loyalty to supplier). — J.L.
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