No matter what the amount is, every product has a maximum price. And that price is all that your customer pays.
But that’s not necessarily true of its benefits. For instance, if you offer a product that helps your customer save money, then the longer your customer uses it, and the longer it’s working just as it should, the greater your customer’s benefits will be.
So, when it comes to your product, if your prospect has a concern about the money involved, you can handle it this way:
“Jill, if you purchase this ___ today, then the money that you end up saving will pay for it. But, if you decide not to purchase this, then the money that you waste by failing to save will soon be more than the cost of this ___.
“In other words, you can buy it, and then let it pay for itself. Or, you can decide not to buy it, yet still pay for it through the money that you waste by failing to save.”
“So, since you will end up paying for this ___ whether you own it or not, doesn’t it make sense to go ahead and get it today?”
And if you have a more specific idea of how much money your customer will save, then you can give an even more detailed response. For example, let’s say your product costs $350, and by using it your customer will save $1 per day.
In that case, you can say this:
“As you can see, by saving you $1 a day, at the end of 350 days, or in less than a year, this ___ will have paid for itself. But if you don’t get it, then after 350 days you’ll still have paid the $350 through the money that you failed to save, yet you won’t have the ___ to show for it.”
“So, the choice is simple: You can invest the $350 and get the ___, which will first give you back the $350. And after 350 days, the money that you will have saved will be even more than the cost of the ___. Or, you can decide not to invest the $350, but still end up paying $350 in lost money, yet still not own the ___.”
“Now, with that said, doesn’t it make sense to go ahead and get it today?”
