Excelente enfoque y muy aplicable para todo tipo de producto
District Manager, Retail and Franchise at Bata Shoe Company (Bangladesh) Ltd. | Ex- Area Manager, Ex- MTO at Vibrant
How to Handle Price Objection in Footwear Sale? Price Objection: “These are too expensive.” How to Handle: Acknowledge the Concern: “I understand, budget is important, and it’s natural to want the best value for your money.” Shift the Focus to Value: Emphasize features that justify the cost, such as durability, comfort, or brand reputation. “These shoes use premium materials, like full-grain leather, which not only last longer but also mold to your feet over time for a perfect fit.” Cost-Per-Wear Argument: Break down the price in terms of longevity and frequency of use. “If you wear these shoes three times a week for a year, it comes down to less than a dollar per wear, and they’ll likely last much longer.” Offer Financing or Incentives: If your store offers payment plans or promotions, mention them. “We offer a loyalty program that gives you points toward future purchases.” Comparison with Alternatives: If necessary, guide them to a more affordable option without compromising quality. “If these are above your budget, let me show you a similar style that’s still high quality but at a lower price point.” Also mention any warranties, return policies, or care tips that add value to the purchase.
