When someone tells you your product is too expensive, it's not always about the price. A classic sales mantra is that if a prospect gives you the price is too high objection, you simply haven't communicated enough value.

Let me tell you a story about a friend of mine. We’ll call him Alexander.

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. What do you do when that happens? Instead of debating if you should or shouldn't offer them a discount right away, you need to refocus their energy on what really matters: your product!

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck!

Everybody wants a deal. Especially your prospects. And while you probably think giving 10% or 20% off isn’t a big deal, giving discounts just to win business can cost you more than money. It can kill your company.

During price negotiations, prospects often mention the incredible offers they’ve received from your competitors. X Company gave them a massive discount. Y Company dropped all service fees. Z Company provided exclusive access to a bunch of new features.

You’ve put yourself in an enviable position as a salesperson. Over the course of several weeks or months you’ve worked hard to qualify a prospect, familiarize him with your product and build a relationship.

Ever been in a sales conversation that's been going nowhere? A negotiation that's been stuck? There's a magic four-word-sentence that can resolve these situations and help you get a real dialogue going. Just say the words: "Help me out here."