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