Do you ever feel like you're selling cars rather than financial services? It probably happens when the prospect asks, "What can you do for me on the price?"
Everyone is looking for a bargain, discount, or reduced rate. But, that does not mean you need to feel pressured to reduce your rate.
Let your prospect know that you're not out to swindle him and that if the rate could be lower, it would be. Tell him, "I need to remain competitive and I would not be able to do so if my prices weren't fair. Our goal is to give you the best product for the best price, and this is it."
Let your prospects know that you are on their side and want them to get the best price. Be sure to tell your prospects, "If the price could be lower while maintaining the quality, I would be the first to offer a discount."
Also, stress that the price quoted is the final price and there aren't hidden costs. Try informing them, "Perhaps you are comparing our product to another which has some extra costs you aren't immediately aware of."
Sometimes the prospect just needs to be able to let their boss know that the price you quoted is fair. Allay their fears by saying, "You can check with other merchants who are in a similar industry and you will see that these rates are equal and fair. Also, when you compare our product to others, you will see there that ours is superior."
Also, try turning the tables on the merchant. "Do you offer discounts to your customers? Are the prices on your products the real prices or do you discount them only for those who haggle price? We offer the same price to everyone." Stress that fact that you want to form a lasting relationship with the prospect and that you want that relationship to start off on the right foot, with honest pricing.
If a prospect pressures you about price, don't feel that you will lose the sale unless you give in. If you're confident in your product's quality, you know it's worth the price. The goal is to convey this to the prospect so they know they are getting the best value. Whether you are selling a product or a service, stress value over money; quality over cost, and ownership over price.
