If a price objection arises, which approach aligns with the material?

• A. Point out cheaper alternatives within the same product line.
• B. Focus on needs and show options accordingly.
• C. Ignore the objection and push the premium item.
• D. Offer to split payments.

Answer: (B)

When a price objection comes up, the best move is to tie the discussion back to what the customer actually needs and show options that fit both those needs and their budget. Start by asking a few focused questions to uncover what matters most to them—desired outcomes, must-have features, and any constraints. Then present choices that align with those needs, including a plan that covers essential requirements at a lower price and a more complete option if they want extra value. This shows you’re listening, demonstrates the value behind the price, and helps the customer see how the cost matches the benefits.

Why the other approaches aren’t as effective: pointing to cheaper alternatives within the same line can undermine perceived value and suggest the product isn’t worth its original price; ignoring the objection and pushing the premium item leaves the customer feeling unheard; offering to split payments may ease affordability but doesn’t address whether the chosen option truly meets their needs or justify the price.