This document summarizes an episode of a podcast that discusses strategies for dealing with price resistance. The episode provides tips for how to position yourself during phone calls and meetings when discussing price. It also suggests developing your own price resistance strategy to share with your company. Additionally, it advises revisiting the customer's pain points and reasons for interest to overcome price objections. The episode aims to help attendees understand what price resistance means and keep price in perspective compared to the economic benefits for customers.

1. Episode Presentation
“Dealing With
Price
Resistance”

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We discuss the topic of price
resistance. In this slide show
are some tips we gave. You
can now use these in front of
your team.
In this episode...

3. Look at how you are
positioning yourself, both
during a phone call as well
as in a meeting.
Discussion: Think back to your last
meeting and decide, on a scale
from 1 to 10 how well-positioned
were you?
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4. Develop your own price
resistance strategy and
share it with your company.
Discussion: List your five points of
resistance strategy and how you’ll
cope when the prospect offers
price resistance. How will you
avoid it in the first place?
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5. Revisit the pain and the
reason why the prospect is
interested in your services.
Discussion: Select a current
prospect you’re working with and
see if you can recite the problems
they say they have in your
absence.
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6. Have the perspective of what
price resistance is and what
it means. Keep price in
perspective.
Discussion: Make a list of the economic
benefits that come to the prospect
when they work with you. Be
elaborate. Be thorough. Then analyze
those against the price you charge.
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7. - For more presentations you can use with your team, go to SLIDESHARE.COM and
search on “advanced selling podcast.”
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newsletter and download the many reports there.
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set up a 15-minute phone call to get started - no obligation, of course.
317.575.0057. We’ll ask you your goals and direction and go from there.
Want More?yourhosts
(L-R) Bill Caskey,
Bryan Neale and
Brooke Green, host
the podcast each
week with tips and
strategies to make
you better.

8. Never try to overcome resistance
with resistance. -Bill Caskey
quoteof the week
Visit caskeyone.com or call us at 317-575-0057 if you want to talk live.