Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (see also [[The value equation]]).

Value objections are the hardest for sales people to overcome. Less succesful sellers try to justify the cost. Top sales people ask [[Implication Questions]] to build the seriousness of the problem and building the value of their solution:

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bag
sales_public
created
Thu, 23 Jun 2011 20:19:42 GMT
creator
dirkjan
modified
Thu, 23 Jun 2011 20:19:42 GMT
modifier
dirkjan
tags
SPIN
creator
dirkjan