Dirkjan: Created page with "Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (..."

2020-08-25T10:30:40Z

Created page with "Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (..."

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Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (see also [[The value equation|The value equation]]).

Value objections are the hardest for sales people to overcome. Less succesful sellers try to justify the cost. Top sales people ask [[Implication Questions|Implication Questions]] to build the seriousness of the problem and building the value of their solution:

<html><img src = "/static/files/MBI/Module%2016/handlingvalueobjections.jpg" width="600"/></html>

[[Category:sales]]

[[Category:SPIN]]

Value Objections - Revision history

Dirkjan: Created page with "Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (..."