Price objections aren’t a pricing problem. They’re a trust problem that started way earlier than the price conversation. Marketing, the call center, dispatch, the technician, the salesperson, every one of those steps either builds trust or quietly breaks it. The compliment we chase isn’t “great price.” It’s a customer saying everyone on our team felt trustworthy and spoke the same language.
@officialchadpetermanTranscript
So many companies are working on price objections and how to handle presenting the price. What they should be working on is what are they doing to build trust all the way up to that point? From the marketing materials, to the call center, to talking with the dispatcher, to talking with the technician, to then talking with the salesperson. All of these steps are integral and they need to be connected. The greatest compliment that we get from a customer is I talked to multiple people on your team and they all were trustworthy and respectful and spoke the same language. How do you do that in your business?
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