In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’

Neil shares his experience in handling objections… and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be challenging when confronted with a “That’s too expensive” response. However, after rereading one of his favourite books, “Sales EQ” by Jeb Blount, Neil remembered and shares in this episode, a fantastic story from the book titled ‘TheMysterious Brown Bag.’ He goes on to explain how the story can help you understand the principle of repositioning yourself, so that price becomes less of a consideration.

The principle of this story will get you thinking about how you can reposition yourself, your brand and your company during that critical moment when the buyer tries to negotiate on price.

In this episode you’ll learn: 
How a lot of sales people move into ‘fight or flight’ when confronted with an objection
Price can be a difficult objection to handle, if you’re only focusing on price
The principles of how to reposition you and your offer, to counter the “That’s too expensive” objection
That a price objection is a buying signal in disguise
An important point is a price objection is not always about price, it’s about value – what they get for the price.

In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to &lsquo;fight or flight.&rsquo;
Neil shares his experience in handling objections&hellip; and how in most cases it ends up working out well. Yet like many salespeople, he also admits that it can be challenging when confronted with a &ldquo;That&rsquo;s too expensive&rdquo; response. However, after rereading one of his favourite books, &ldquo;Sales EQ&rdquo; by Jeb Blount, Neil remembered and shares in this episode, a fantastic story from the book titled &lsquo;The Mysterious Brown Bag.&rsquo; He goes on to explain how the story can help you understand the principle of repositioning yourself, so that price becomes less of a consideration.
The principle of this story will get you thinking about how you can reposition yourself, your brand and your company during that critical moment when the buyer tries to negotiate on price.
In this episode you&rsquo;ll learn: 
<ul>
<li>How a lot of sales people move into &lsquo;fight or flight&rsquo; when confronted with an objection</li>
<li>Price can be a difficult objection to handle, if you&rsquo;re only focusing on price</li>
<li>The principles of how to reposition you and your offer, to counter the &ldquo;That&rsquo;s too expensive&rdquo; objection</li>
<li>That a price objection is a buying signal in disguise</li>
<li>An important point is a price objection is not always about price, it&rsquo;s about value &ndash; what they get for the price.</li>
</ul>

If you’re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality.

The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that’s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It’s by simply asking and listening.

Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they’ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to ‘Yes’ more frequently, by asking and listening, instead of ‘telling’ your brand or product story.

Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

If you&rsquo;re frustrated and struggle to be successful in the Hair, Beauty and Body Industries, the GET to YES Podcast will help transform your business, brand and financial reality.
The GET to YES Podcast is for those B2B sales people and B2C salon and clinic owners and staff, who are ready to learn how to talk with, not at, their clients and customers. In each episode, Neil Osborne explains practical ways to master a more empathetic and persuasive sales approach, that&rsquo;s been proven to dramatically lift sales results. It comfortably moves conversations toward that magical word, yes. Not by being pushy. Nor through talking. It&rsquo;s by simply asking and listening.
Fans of the approach that the GET to YES podcasts teaches, acclaim the powerful messages it delivers and how they&rsquo;ve built better client relationships, respectfully moved them to action and created growth for both their brands and clients. The GET to YES Podcast celebrates the fact that in a people-focused industry, you get to &lsquo;Yes&rsquo; more frequently, by asking and listening, instead of &lsquo;telling&rsquo; your brand or product story.
Note: Remember to check the B2B or B2C descriptor in the Podcast title, for the most suitable episode for you.

GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

In this episode, we jump into handling an objection that many salespeople fear. Why? Because most of them, when confronted with a client objection, automatically move to ‘fight or flight.’

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