SalesHQ

your price is to high

 Are you serious about the price

 I can't afford it

I have to talk to my spouse

 I have to talk to my  partner

Joes down the street can do it for cheaper

I can buy this at the home center for this much

  I do not want to know about value benefits or trust  or a relationship being built, I want your replys to these concerns.

Hey Rich!

"How much too much?" - When no one buys

Why does a gas station charge $2.50/gal for gas instead of $2.75? Because, they make more money at the lower price.

You charge what people will pay.

Vendors have charged the federal government $1500 for a toilet seat, because they paid it.

An almost bankrupt ice cream manufacturer TRIPLED their price and now "Haagen-Daaz" is famous (and wealthy).

You have to do your marketing research to find the ideal price where you make the most return for the least amount of effort.

If you're having trouble selling no matter what, maybe your price really is too high. If you can't afford to sell at a lower price, you HAVE to restructure, reduce expenses or go out of business.

You can only get so many magic beans for your cow.

If you can't consider value, benefits, trust  or the customer relationship, how can you possibly justify a higher price?

No one's going to pay more for something without a valid reason.

How can they justify the expense to their higher ups, partners or spouses?

Just a couple of thoughts.

Basically all I said was you don't have to lower your price, unless you can't sell enough to stay in business.

You've pretty much answered your own questions.

Personally, I handle every encounter completely differently. I do my best to empathize with and understand the customer. What hurdles do they have to overcome to make a decision? I find anything I can use for leverage as quickly as possible without pushing or using any "canned" techniques that everyone else has used. If you don't do what everyone else has done or what the customer expects, you can easily maintain their attention and the time they spend with you seems to be worth it.

Why do they live in an upscale neighborhood, drive an expensive car, wear a pricy suit, watch or shoes? Are they aware that Joe down the street has been a customer of yours for some time now? Why does Joe buy from us?

Then, I try to rephrase that same reason into why they would purchase from me and my company. You can't go wrong with quality. Quality by definition, gives you stability and predictability. But, you do need a solid, verifiable reason for it. Reasonable people will usually NOT make unreasonable decisions. You can sometimes get people to buy on impulse or emotional reasons, but if they think they made a poor decision, they may not buy from you in the future.

It all pretty much comes down to saying (differently each time, depending on the situation), "You bought your car (or whatever) because it's the best. I can certainly understand why you would prefer the best. I know I do. We're the best there is because of 'this-this-and-this' and 'so-and-so' thinks so. If you want the best, we have it and all you have to do is just sign here, here and here."

The higher the price from competition, the more work is required of the salesperson. Time and money are scarce resources (especially today) and have to be used wisely (by both the customer and sales professional). If it takes two or more hours and/or multiple calls to make a sale that could be made in 15 minutes in one call if the price was 5% lower, is that really the best use of time?

your price it too high...a: compared to what?

I can't afford it...a: show them ROI...pull out the real objection....because the customer needs to see the value and the What's in it for them...How much money are they going to make?

I have to talk to my spouce....a:  First of all don't get caught in this...at the beginning of the call make sure you are talking to the owner...is the person that you are meeting with make the decisions?  Can they make a decision today?  Because you might get there and they may want to pull the just give me all the information and I will pass it on...however...then you just have to take the call in a whole nother route....then you won't end up with that..and you continue with the close.

Joe down the street can do it cheaper...a: let's take a look at joe down the street...you know about joe down the street...why is he cheaper...there usually are differences... we know that cheaper isn't always better...tell them why.. and to boot...why is he talking with you anyway???  Why didn't he already buy Joe down the street?

• as compared to what?

• why...is it really too low?

• that's exactly why you really need to take it right now.  If what you are telling me is the only thing that is keeping you from moving forward is affordability,at this stage of your life, can you really afford not to?

• I certainly understand a desire to share your excitement.  Just so I am clear, are you going to ask your spouse if you need it, want it, or can have it?

• Same as above, insert "partner" for "spouse"

• If "cheaper" is what you are really after, then Joe's probably your man, don't you think?

• So can everyone else in "your town", I sometimes wonder how I have managed to grow my business to the level it is currently, don't you?

I don't mean to at all to sound fliipant or dismissive...The consistent theme running through each of these answers is my desire to change the dynamic of the conversation...Sometimes you have to do that with humor, sometimes confrontation.

Let me know about your thoughts.

info  a question. Why do you think you have to be confrontational?

    The other day the owner of the company and i discussed  being confrontational. We happened to be talking about 3rd party intererence. His thoughts let the 3rd party person know I  have the license, I have the higher liability insurance,,I have more knowledge etc. you get the picture  of putting the 3rd party in their place and painting the picture of this guy is not the right guy to do the work he will only screw it up.. he was not insured or licensed to do the job. My reply so what. This does not mean a hill of beans to a prospect who only wants to get it fixed and the problem to go away. I feel the same way about the warranty,Most clients do not care about a warranty until they need it. I do not focus on these throw away items during the conversations.

  My thought. The client know and trust the 3rd party person.They have this 3rd party person in the place of business to do exactly what they are doing.Being a first class pain in the ass.My philosphy on confrontation when painting a picture .I have said this client can not make a proper decision as they want to hire this 3rd party person or allow this 3rd party person to help make a decision. After I tell the client they can not make a decision I want them to make a decision in my behalf?I have already  distanced myself from the 3rd party person saying they are incompetant.They do not have the best interest of the client at hand.Translated means my client is a dumb ass for getting this person invovled.

 Isn't better to gain the 3rd partys support?I gain the 3rd partys support nothing else matters. They will sell whatever it is I am trying to sell for me. Why do you feel the price is high?( here is your compared to what) How much to much?Is it in your best interest to compromise on the quality of installation product,service? Quality is rarely  cheap and cheap is never quality have you ever paid for similar product only to find it inferior? Isn't that why I should do it? Go into product knoweldge at this point  covering the whys and hows.Compliment the 3rd party for what they know but adding however and the reasons why I should do it for them.

  I just had one of these today.Where the person said they could do it for cheaper however they did not think they could do it in a timely fashion and I was very professional and knew exactly what caused all the problems  in a matter of five minutes just by  a small meet n greet of chat. This outside person convinced the client to use me no matter what the price even after the client asked them to do it for less.

  I do not know maybe it is me I do not like confrontation especially if it can  be avoided. I like letting the client know they are right however if we look at it at a different perspective we find this. The apporach with a 3rd party works with a client by themselves.

   I do agreee with the basics of the rest of what you have.One of my cowrokers does use perhaps if cheap is what you want you may want joes. I perfer not to mention my  compettition even if my client doe.When I do not mention them it tells the client I do not think they are my compettition or on the same plane as I am.

I feel like I'm having a blonde moment.  Just a figure of speech.  I don't think setting yourself up for getting someone on the defensive is good.  Do not ask questions that will have the client react not in your favor!!  That really needs to go with out saying...however, how many of us see reps do that?  And the funny thing is they will do it over and over again and not realize where they are missing it.   It's all in how you choose and say your words...for instance....I worked in a sales office...we have cubicals....I would say certain things to my customers to get them in a position to close and it worked for me...my neighbor would use the same words  and it wouldn't work for him.  So if I have a person that's getting off the course I would redirect the client back into the call.  But the easiest thing again for me is to just be where my customer is at, then they know your on their level and you can just move forward....it's just a lot easier for me to cut out the crap.  In my experience I have found that owners and decision makers appreciate it and that does result in a more trusting relationship.  If anyone is reading this and your new to sales, all I have to say is keep on trucking....talk about your calls you missed with your mentor or coworkers...becoming a strong closer comes and then selling just gets more fun!  Peace Out.

An objection is just really a request for more information.   Great point!  Objections allow you to dig deeper into where the customer is at.  Over come the objections and voa la!

ah but your price is more then I wanted to pay. or Your price is more then I thought it should be.

     Remembering the majority of all sales take more then one closing attempt.The process takes time.There may be a series of closing attempts ,a few yes answers to generate the ending result of the actual close. I call the closing attempts that have been raised as the last ditch close. When all other attemtps at closing the ownership exchange have failed. Between the opening closing attempts and the last ditch attempt what do you do?

     I would think building a series of small closes to receive the ownership exchange works better then one large attempt at a close. Such as do you want it in blue or red, do you want firestone  or goodyear tires  the chrome rims or stainless rims.Do you want delivery today or Thursday. All planned to receive a minor yes answer by them telling you what they want. Giving the client options of this or that instead of the option of this or nothing.

   Are you happy with the way (name the product) is working  for you today.If the answer is no, they are interested in your proposal.If the answer is yes, you have not given them enough information.The next question  what would you like this to do better for you?Then give it to them.

  This has nothing to do with selling value meals.this has to do with building relationships that are built to last not the one time sale.Every product I sell is a quality product to someone.If your thought process is not that way  then you are selling the wrong products.Hence there are no value meals.If you have the product it is not a cheap product.A person convinced against their will is  still of the same opinion.

  A leaky faucet,the person does not want to repair it or replace and says it is working fine. Yep it is working for the utility company.How about measuring the water lost and multiplying that towards a dollar amount that is spent during the year.Which way  gets the message across better?Which way shows how much they gain by  making it a thing of the past.Which way puts the client in a defensive posture?Being  sarcastic brings that  action to attention,Some people like that sense  most clients do not.

  Would you agree that assuming the sale happens in 90-95% of the ownership exchanges where nothing else is needed to make the ownership exchange? Wouldn't this be relationship sales?Where the client buys from you just because they like you(trust and value)? Bullet points are of no concern with  relationship sales.  There is no need to answer concerns and or objections .

 What we are dealing with in reality are the 5-10% that have objections and concerns where the sales technician must educate and teach the client.ie answer concerns and objections to close the ownership exchange. This is the only time to need to know how to answer obejctions and concerns.I That is what this thread is designed to do help others gain more sales with the small percentage   that can be closed by knowing how to convince them to use you.  However if you find yourself  dealing with objections 30% or more with your sales process it is time to change your process and rely on the relationship sales building trust and value.

   I had a conversation the other day with a person who  deals with the aggressive sales process(fear-based).While speaking ,I relayed a message of I love to follow that kind of sales process and I will win that  every time at a much higher rate.The guy said I was pretty cocky.I said absolutely. I assume the sale and am confident of the ownership exchange,our owner looked at the fellow and said he can do it. A very large percentage of my ownership exchanges are relationship sales.