Sales Coaching Tip – Dealing with ROI Price Objections

Sales Coaching Tip – Dealing with ROI Objections

When a prospect expresses a price objection about the return on their investment (ROI), your salespeople have 3 response options:

  1. Ask questions to discover the prospect’s perception and concerns
  2. Break the numbers down with the prospect
  3. Share a true client story about a client with a similar ROI objection

Your salespeople’s choice of response options depends on the mindset of the prospect and the direction of the sales conversation.

As you coach your salespeople who are experiencing ROI objections, ask them sales coaching questions to help them think through a more effective response next time a prospect has a similar ROI price objection.

For example, using the 3 response options as part of your sales coaching structure, you might ask:

1.  Use questions to discover the prospect’s perception and concerns

“Did you get a chance to ask the prospect which part of the ROI is a concern for him?”

“What did the prospect say in response to your question about his concern?”

“Did the prospect have a timeframe in mind when he wanted to recoup his investment?”

“How far off was the prospect’s desired timeframe and our typical timeframe?”

“What could you/we do to ensure the prospect met his desired timeframe?”

“Did you discuss the ways you/we could shorten the timelines on his return on his investment?”

“Which additional product(s) would ensure the prospect met his desired timeline?”

2. Break the numbers down with the prospect

“Did you get a chance to look at the various ways the numbers would work for your prospect based on a regular, best or worst case scenario?”

“What numbers did you discuss with the prospect?”

“Do you know which part of your numbers discussion he had challenges with?”

“Tell me about that part of the conversation.What were the prospect’s reasons for the concerns with the return on his investment?”

“Let’s look at the numbers together and then we’ll see what you can do with them after.What is the typical timelines for a return on the investment in the product you recommended?”

“What’s the worst case ROI?”

“What’s the best case ROI?”

“What can you/we do to improve the odds of the prospect improving the length of time for the ROI?”

“What would be the impact if the worst case scenario numbers?”

“If we were to take the prospect’s desired date for the return on his investment, what percentage of their investment will he have gotten back by then in a regular scenario?”

“Which all the ideas we’ve discussed, what are you going to do next time a prospect has a similar ROI price objection?”

“What questions will you ask to work with the prospect to discover the details in the numbers together?”

3. Share a client scenario with a similar ROI objection

“What did you say in response to the prospect once you discovered he had a ROI objection?”

“How did he respond?”

“Which of your clients had a ROI price objection before they bought from you?Any other clients who had a similar objection?”

“Let’s look at them one at a time.For the first 1, how did they/you resolve their ROI concern?”

“When did they get their return on their investment?”

“How did that compare to their desired timeframe?”(Repeat with other clients who had ROI objections until you have one that is relevant to the prospect.)

“You’ve had quite a bit of success in working with clients with ROI price objections.Which client story would be most useful for a prospect with a similar ROI objection to the prospect we’re discussing?”

When you use sales coaching questions like the ones in these 3 options, you help your salespeople better respond to ROI price objections in the future and, in turn, they sell more.

Who on your team is having challenges with responding to ROI price objections?

Which of the 3 options for responding to ROI price objections do you think will be more helpful to your salespeople?

What sales coaching questions are you going to ask to help your salespeople be better prepared to respond to ROI price objections in the future?

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