Customer complaints about price are a problem as old as commerce itself. And because salespeople all over the world encounter it every single day, let us briefly recall how to address this objection.
Do not be afraid that the client will dislike the price
As stated in an article on LinkedIn Pulse, a large portion of price objections paradoxically originates in the salesperson’s own fear that they are offering a high price. Do not assume what the client thinks about your price. Assume that they will agree with it and that the price corresponds to the value you offer.
Share partial pricing information with the client in advance
Prepare the customer for the price range you typically work with. Discuss the price with them even before you send the final offer. If you postpone any information about pricing until the very end of the meeting, the client may be startled when you present the final amount, stop thinking rationally, shut down, and refuse to listen to any further argumentation.
Believe yourself that the price is appropriate
In order to present your price credibly to the client, you must believe that its level is justified and corresponds to the quality you offer. Do not propose a price you are not convinced about yourself.
Address the core of the problem
As is well known, an objection about price is often a cover for another concern the client has about the offer. Set the question of price aside and identify what issue the customer sees. Ask for example: „I understand. However, if we set the question of price aside, is there anything else that would prevent you from deciding to accept my offer today?“
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