Avoid discounting your price simply because a price objection was raised?
The classic sales mantra is that if a prospect responds with the objection “the price is too high”, then it is likely that you simply have not communicated enough value.
Here are our 7 ways to approach this common objection:
- Target the right ‘ideal’ customer to sell to, as they are less likely to be price driven
- Define value from the customers viewpoint not your own
- Ask powerful questions to establish what is ‘important’ to your buyer
- Remove or reduce the risk for the buyer by offering a guarantee
- Use strong benefit statements, not features, and position from as if you were in their shoes
- Know and rehearse your responses to the common ways such an objection is raised
- Have reasons why you hold a price rather than being able to discount to create empathy from the buyer
I share these thoughts further in my Video ‘Snippet’ at https://entrepreneursmentor.co.uk/2020/06/07/7-thoughts-to-help-you-avoid-having-to-deal-with-a-price-objection/