CarderPlanet
Professional
Salute to those who like to break someone else's account, as you know, the main objection of people with whom you work is: "it's expensive." How to react when you hear a reproach about the cost of the service? Here are the answers that actually work:
The seller can then probe the conditions necessary to close the deal and adapt them, or leave proudly.
"Expensive" is a relative term. If you can figure out what the customer is comparing your product or service to, you will be able to more accurately communicate the benefits.1. Too expensive compared to what?
This breaks the client's pattern of reasoning. Once the seller has a better understanding of the specific issues that led to the price shock, they can handle each one individually.2. Really? How did you come to this conclusion?
Go back and make sure the sales process meets the expectations of both parties.3. Perhaps we have not crossed out unnecessary items? Let's check
According to sales expert Jeffrey James, "a price objection is not a true objection until the customer has said it twice." Use this answer the first time you hear “it's too expensive” and it can help you separate out-of-budget customers from those who feel like you’re ready to bend.4. I heard you. The best products are often expensive
Make them think about a great future. Discover hidden benefits.5. How much does it cost you to do nothing yourself?
This question hits the mark whether customers are asking for a discount (budget issue) or wanting installments (cash shortage issue). Once the seller categorizes the objection, he can negotiate effectively.6. Is it a cash issue or a budget issue?
7. If money didn't play a role, would our product or service help solve your problem? " A quick step back to value .
If you ask this question mildly, the client will reveal his true perception of your product (service). Answers like, "Well, that's a lot for just X, Y, and Z," shows a low perception of value.8. What exactly is expensive?
Relatively because this product or service is very valuable in terms of price. Move the buyer's attention back to value.9. Too expensive? It is relative
If the customer has any other objections that the seller needs to resolve, this issue will bring them to the surface.10. Is the price the only thing that keeps you from signing the contract?
By this you are telling the buyer: price is inextricably linked with value. If the buyer is unwilling to pay the full price, he will not be able to enjoy the full value of the value. This question may prompt them to reconsider the question.11. Good. So which part don't you want?
You don't call the client cheap, but this question is waking up in their minds. Nobody likes to be cheap, especially when their business is high on the crest. Alternatively, this question will help you identify when your product or service is not a perfect solution to a customer's problem.12. Will the price keep you from getting what you really want?
Most people hate him. As a result, the overwhelming majority of customers will respond: "Well, of course not!"13. Does this mean that we will never work together?
The seller can then probe the conditions necessary to close the deal and adapt them, or leave proudly.
If they say yes, you can go back to step 12. If they say no, determine if it makes sense to go back to the conversation about value or if it's better to abandon the deal.14. Price aside, do we have a product or service you want to buy?
This moves them away from thinking in terms of "expensive" or "cheap" to long-term value for their business.15. What ROI do you want to get?
The lump sum can be daunting. Have data on hand on how the cost is distributed over the course of the year, months, or days.16. It may sound expensive in one day, but let's break the payments down by month / quarter.
If the price is indeed higher than the competition, this question opens up a loophole for the seller to talk about value.17. Does what you say mean that our prices are higher than our competitors?
It is possible that the buyer does not have an exact idea of how much a similar product costs. If only because I have never bought something like this before. With this question, you can clear up his misconception.18. Have you ever bought a similar product or service before?
By directing the feed back to the client, you are encouraging them to explain their position and, in the process, perhaps reconsider it.19. Do you think it costs too much?
Nobody likes to feel cheap.20. When was the last time you bought something based on price alone?
Show empathy for the client, and then redirect their attention to social proof.21. I understand. I had two other clients who, like you, were initially concerned about the price. But they found that ...