No matter what you sell, many people will automatically say that the price is too high, whether they really feel this way or not. They’ll say this because they think that by doing so, they’ll get a better deal.
Below are just two of the many ways you can respond to this.
Here’s the first one:
“I can see how you’d feel that way Mike. And at the same time, when we first started our company, we had a decision to make.”
“The choice was between throwing together a product as cheaply as possible and selling it as a get-by product, or crafting quality into our product for service, durability, and your long-lasting enjoyment. And with this decision in front of us, we put ourselves in your shoes.”
“In doing this, we felt that you’d prefer to partner with a company that puts everything possible into its product to make it the most useful, as opposed to a company that uses shoddy material and cheap labor to turn out a get-by product. Most people, and my guess is that this includes you, understand that good things are not cheap, and cheap things are rarely good.”
“Now, you do want something you can depend on for quality service over the long term, don’t you, Mike?”
And here’s another way you can respond to the price concern:
“I’m glad you’re asking about the price, Richard, because that’s one of the most attractive things about this. Now, would you agree that, for all practical purposes, a product is worth not what you pay for it, but rather what you get out of it, and what it can do for you?”
(Wait for the “yes” answer.)
“Then with that said, let’s take a look at everything our product will do for you.” Then, you simply go on to explain all of the benefits that the prospect will receive from owning your product.
