Time and time again sales objections come up about price.
And sales people are always after sales coaching on handling objections.
Well the truth is if you had built enough value earlier in the call that there would likely be no objections coming up.
And price objections would be the first ones to fall by the wayside.
Value is a funny thing too, it is perceived and perceptions are emotional.
The follwoing post tells a story that highlights that very point in a most unusual way.
Overcoming Price Objections by Charlie Cook.