The Price
Objection
The price objection is so
common, there is always a competitor with a lower price. You know the
objection will come up and you're ready, as always. If you're looking
for a few more creative resolutions to a predictable objection, try
these:
"Of course there are cheaper
services out there but, what does that say about the quality of those
services? Maybe they know that their product isn't worth as much as
this one!"
"Are you sure their service
is the same as ours? I've viewed their service agreement and they do
not have the same coverage we do. Do you have a copy of their service
agreement? We can go over it and I can show you where my service
excels."
"How much is your product?
Others sell it for less, don't they? Well, why should someone buy
from you rather than someone with the lower price? Because you offer
the extra service that the customer values and needs. You focus on
quality. So do we."
"Is ours really more
expensive? I didn't know that. By how much? That averages out to just
cents a day. If you had just one bad check per day, wouldn't your
time be worth the few cents so that you wouldn't have to deal with
the problem and we could handle it for you?"
"Some of my other customers
brought up the same concerns. In fact, some of them even went with
other services. But they are back with our service because they
realized the value. Would you like to speak with one of my customers?
I can provide a name and number if you would like to hear from them
how well the service benefits them."
"You know, you're not the
first person to bring up the fact that our service may be a bit more
than some of the others. And, I commend you for asking about price.
Price is a concern for every good businessperson. But, more important
than the sticker price is the bottom line. When you compare what you
get for our price with what you get for the lower price, you will see
that you are getting more power, flexibility, reliability, and peace
of mind."
"When you're looking for a
car, price is not your determining factor, is it? You are concerned
about safety, reliability, and value before price, right? Aren't
those same issues: safety, flexibility, reliability, and value more
important than price when it comes to your business? A hasty decision
based on a few dollars now could be very costly down the
road."
You can never have too many
responses to the price objection. You know it will certainly come
up--being prepared is half the battle.
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