{"id":111,"date":"2025-10-07T17:29:17","date_gmt":"2025-10-07T17:29:17","guid":{"rendered":"https:\/\/www.pae.ai\/?p=111"},"modified":"2025-10-07T17:29:18","modified_gmt":"2025-10-07T17:29:18","slug":"value-method-of-objection-handling","status":"publish","type":"post","link":"https:\/\/www.pae.ai\/es\/value-method-of-objection-handling\/","title":{"rendered":"M\u00e9todo de valor para el manejo de objeciones"},"content":{"rendered":"<p class=\"wp-block-paragraph\">El <strong>M\u00e9todo de valor para el manejo de objeciones<\/strong> is a structured approach used to address <strong>price-related objections<\/strong> by reframing the conversation around value rather than cost. Instead of lowering the price or defending it directly, this method helps prospects see that the <em>true cost<\/em> of not accepting the offer is higher than the stated price.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Core Framework: Price\/Value Balance<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The method uses <strong>two columns\u2014Price and Value<\/strong>\u2014with the goal of demonstrating that the value received outweighs the financial investment. If prospects believe the price column is heavier, the salesperson systematically increases the value side until balance is restored.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Three Strategies to Increase Value<\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Hidden Costs<\/strong><strong><br><\/strong> Reveal the financial, time, health, or reputation costs of cheaper or alternative solutions. Example: <em>\u201cThis mattress may feel expensive, but how much is poor sleep and back pain already costing you?\u201d<\/em><em><br><\/em><\/li>\n\n\n\n<li><strong>Competitive Advantages<\/strong><strong><br><\/strong> Acknowledge cheaper alternatives but highlight what competitors lack. Focus on differentiators like speed, guarantees, superior features, or customer service.<br><\/li>\n\n\n\n<li><strong>Testimonials<\/strong><strong><br><\/strong> Provide real customer success stories that illustrate the tangible and emotional value others have gained, helping prospects visualize themselves experiencing the same outcomes.<br><\/li>\n<\/ol>\n\n\n\n<h3 class=\"wp-block-heading\">Objetivo<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">To shift the client\u2019s perception so that the <strong>value of solving their problem<\/strong> is greater than the <strong>price they pay<\/strong>, effectively neutralizing the objection and reinforcing confidence in the purchase decision.<\/p>","protected":false},"excerpt":{"rendered":"<p>Una t\u00e9cnica para abordar las objeciones relacionadas con el precio mostrando que el valor obtenido supera el costo, utilizando costos ocultos, ventajas competitivas y testimonios para reequilibrar el precio frente al valor.<\/p>","protected":false},"author":161,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[4],"tags":[],"class_list":["post-111","post","type-post","status-publish","format-standard","hentry","category-dictionary"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/posts\/111","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/users\/161"}],"replies":[{"embeddable":true,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/comments?post=111"}],"version-history":[{"count":1,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/posts\/111\/revisions"}],"predecessor-version":[{"id":112,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/posts\/111\/revisions\/112"}],"wp:attachment":[{"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/media?parent=111"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/categories?post=111"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.pae.ai\/es\/wp-json\/wp\/v2\/tags?post=111"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}