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.

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated.

Every salesperson has to deal with sales objections. It’s part of the job. And with practice, you’ll become much more comfortable dealing with them.

Nothing defeats an inexperienced salesperson faster than an unexpected objection. Most salespeople invest hours perfecting their pitch without a second though to what comes afterwards. But even a perfect pitch can be ruined by poor objection handling.

Here's a situation salespeople find themselves in often: your potential buyer wants more features from the product. They want a "feature-complete solution" that checks off all the boxes.

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection:

When you talk to prospects about switching software, you almost always encounter resistance. So how can you manage—and overcome—that resistance?

You know the drill. Prospects are inconsistent—they say one thing and do another. “Your product is too expensive,” they say, right before closing a deal with a competitor that costs even more. “We need more time,” you hear, then suddenly they're back with an answer the next day.