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Dec 7, 2022 · Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that alleviates those concerns and allows the deal to move forward. Objections are generally around price, product fit, or competitors.
- Leslie Ye
Nov 11, 2024 · In this blog, we will explore what to say when customers complain about the price, learn about responses to such objections, and understand strategies to deal with them. Why Do Customers Raise Pricing Objections?
- Reconfirm the scope and your approach. If your fee is too high the first thing to determine is whether your understanding of the scope is correct. Before you start giving things away, make sure both you and the client have the same understanding of the project and your proposed approach.
- Get the client to do more of the work. Your aim is to help the client move forward with the project in order to achieve their objectives. We’ve already established that, as you’re in a pricing discussion, the signs are that the client is keen to do the work and is interested in engaging you and your firm to assist.
- Reduce your cost to deliver. We are entering risky territory here! Be careful where you tread. One way in which to reduce your cost is to go review your estimated effort and assigned expertise to determine
- Ask for a testimonial. Testimonials create trust and authority in your prospects. If you haven’t already got a testimonial from the client, then consider trading a reduction in fees for a guaranteed testimonial.
- Don’t bring up the price too early in the conversation. For many potential customers, the price of your product is an important factor when deciding whether or not they will be willing to make a purchase.
- Ask questions to understand your lead’s real concerns. "A lot of the time, price is not the only issue, and it's merely being used as a smoke screen." 🗣️ Tom Searcy.
- Empathise with the lead, but hit on the pressure points. While it’s understandable that you want to close the deal and secure payment, it’s important to put yourself in the consultative position.
- Tap into your leads FOMO. We’ve already talked about the effectiveness of painting the gruesome scenario a business can find itself in, if it doesn’t invest in your product or service today due to price concerns.
What to say when customers complain about price. No matter how unpleasant the experience of dealing with a complaining customer is, it’s important to keep your cool and not get defensive. Acknowledge what they’ve said (even if you don’t agree with it) and let them know that their opinion is valued.
Sep 28, 2023 · Price. Competitor/Relationship. Time/Resources. Timing. Product/Value. Dragging their feet. Within these categories, there are various sales objections that are specific to your prospect’s business or current situation. In this post, you’ll learn 33 common sales objections — and how to overcome them. “It’s too expensive.” “We don’t have the budget”
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Jul 18, 2014 · The most common way for a customer to say no to a deal is to say the price is too high, but a customer may have multiple reasons for saying this. Learn how determine if there are other...
