Here’s a proven response to the tough objection of “Your price is too high.”
#21 How much too high is it? Do you realize that if you keep and use our product for five years, and most people do, the price difference is just pennies a day? Isn’t it worth just pennies a day to have the very best?
The Price is Right #21 of 23
November 10, 2010 By Leave a Comment
The Price is Right #18 of 23
November 5, 2010 By Leave a Comment
When they try and sell you on your price is too high tell them this.
#18 Our price is too high? We very rarely hear that! What do you mean?
Remember the golden rule of conversation: If you’re asking the question YOU control the conversation. If you’re selling something then it’s your responsibility to direct the buyer to a “yes” and you do that by asking questions. What do you mean? That question is used so that you find out what the real objection to the purchase is. Remember what I said, “Your price is too high.” is a trained response and not the real reason they won’t purchase. Most of the time they won’t purchase at the stated price because they don’t know the total VALUE of their purchase. It’s your job to point out all the features and benefits of this purchase.
The Price is Right #17 of 23
November 4, 2010 By Leave a Comment
What’s the favorite wine of most customers? “Your price is too high.” Use this reply the next time you hear that whine.
#17 Does your company pay you only to buy the cheapest products? Aren’t they really interested in getting the best value for the dollar? Shall we talk about value?
The Price is Right #16 of 23
November 3, 2010 By Leave a Comment
Is price a major issue for your customers? Use this line on them.
#16 Yes, we are not the cheapest in our field, bot we do over $20,000 a year at these same prices. We couldn’t do that if our customers weren’t convinced that this is the best buy. Wouldn’t you like to join the ranks of our happy customers?
If you resort to this answer you ought to have some testimonials either written or in the form of a video to back up what you’re saying. Testimonials “sell” for you.
The Price is Right #14 of 23
November 1, 2010 By Leave a Comment
Whens the last time your customer said the price is too high? Tell ‘em this.
#14 We can lower the price right now (pause) but you need to make a decision on what options to cut from our proposal. Okay?
This is one of my favorites. Can you just picture the look in your customer’s eyes when you agree to lower the price right now? A look of “I won” sweeps across their face. Then after your pause you ask what options they want to cut. Every price is negotiable if you don’t want all the options.
The Price is Right #13 of 23
October 29, 2010 By Leave a Comment
Chances are that you are in some sort of sales capacity and if not now then chances are one day you will be. Each weekday I will give you proven responses to the tough objection of “Your price is too high.” I don’t care what you sell, people have been mislead to believe that the lowest price is what they want. In most cases they couldn’t be more wrong. It is your job to lead them to the sale at the price you stated because your commission, your salary, your wage is a percentage of that price and in many cases that price also includes the wages of others.
#13 The sweetness of low price is quickly forgotten when you have to deal day after day with the bitterness of low quality.
This has got to be one of my favorite responses. This phrase could be used for anything you were about to acquire, purchase or build a relationship with:
- the sweetness of her smile…the bitterness of her scowl…
- the sweetness of the styling…the bitterness of poor performance..
- the sweetness of the aroma…the bitterness of the taste…
When you only consider the superficial aspects of things (including people) you set yourself up for disappointment. Do your homework, often referred to as your due diligence, and you’ll make better decisions based on the facts and not the fluff.
Low price is often designed to distract the buyer from giving careful consideration of a product’s true value. The exception to that rule is when purchasing closeout items as the price is lowered to clear inventory.
The Price is Right #12 of 23
October 28, 2010 By Leave a Comment
Chances are that you are in some sort of sales capacity and if not now then chances are one day you will be. Each weekday I will give you proven responses to the tough objection of “Your price is too high.” I don’t care what you sell, people have been mislead to believe that the lowest price is what they want. In most cases they couldn’t be more wrong. It is your job to lead them to the sale at the price you stated because your commission, your salary, your wage is a percentage of that price and in many cases that price also includes the wages of others.
#12 You really feel that our price is too high? Could you explain that for me?
It’s your job to find out why the customer thinks your price is too high? Unless you know (and you probably don’t) skip this. Otherwise you need to get more info from your buyer and the only way you can do that is to ask then listen, ask then listen, ask then listen, ask then listen. Remember to hold your tongue while they are speaking. You can’t listen effectively when you are talking or thinking up the next question. If at all possible role play this with an associate. You’ll both be amazed at the results of practice.
The Price is Right #11 of 23
October 27, 2010 By Leave a Comment
Chances are that you are in some sort of sales capacity and if not now then chances are one day you will be. Each weekday I will give you proven responses to the tough objection of “Your price is too high.” I don’t care what you sell, people have been mislead to believe that the lowest price is what they want. In most cases they couldn’t be more wrong. It is your job to lead them to the sale at the price you stated because your commission, your salary, your wage is a percentage of that price and in many cases that price also includes the wages of others.
#11 Don’t be deceived by today’s price. You actually pay less because we give you more. More service, more quality, more expertise, more security. Isn’t that what you are really interested in?
When someone is buying they tend to forget what they really want and they focus on price, low price at that. Let’s say you’re placing an order with me for an imprinted t-shirt and I tell you the price is $12 each. What I haven’t told you is:
- That your shirts will be delivered on time or you don’t pay.
- The quality of the shirt will last through 50 wash cycles and not fade.
- The imprint will be on straight and without overruns.
- The imprint is handcrafted my local artisans (you’re supporting your neighbor).
If I only tell you price you only think price. It’s my job to tell you about your entire purchase so you can understand the price and see the true value of your purchase.
The Price is Right #9 of 23
October 25, 2010 By Leave a Comment
Chances are that you are in some sort of sales capacity and if not now then chances are one day you will be. Every day I will give you proven responses to the tough objection of “Your price is too high.” I don’t care what you sell, people have been mislead to believe that the lowest price is what they want. In most cases they couldn’t be more wrong. It is your job to lead them to the sale at the price you stated because your commission, your salary, your wage is a percentage of that price and in many cases that price also includes the wages of others.
#9 I am glad you mentioned price. That’s really the best part about buying from us we’ll translate the purchase price into small installment payments, so your cost per month will be lower with us than with almost any other company. Can we place an order for you today?
The Price IS Right #8 of 23
October 22, 2010 By Leave a Comment
Chances are that you are in some sort of sales capacity and if not now then chances are one day you will be. Every day I will give you proven responses to the tough objection of “Your price is too high.” I don’t care what you sell, people have been mislead to believe that the lowest price is what they want. In most cases they couldn’t be more wrong. It is your job to lead them to the sale at the price you stated because your commission, your salary, your wage is a percentage of that price and in many cases that price also includes the wages of others.
#8 Our price is high compared to what some other companies in this field charge. But I believe it’s not high enough for what it does. As a matter of fact we’re expecting a price increase any day. Why not buy now and get our high quality at today’s prices?
Putting prices into the perspective of where they could be suddenly makes your “high” price appear reasonable. Think about this. If you’re like most people when you go to a restaurant and look at the menu you usually glance to the right where the prices are first. Then you look and see what appeals to you and base your decision on what you can afford and what you want.
Have you ever looked at an old menu and looked at the price of items. You’ve probably wondered why you weren’t eating steak and lobster every night back then. In 1965 most entrees at restaurants I still can’t afford to eat in were $3-$5. Which tells me that prices are only going UP. Make sure your customer understands the price includes a superior quality and service she will enjoy for years to come.
