How to Handle Sales Objections about Budget and Price. Part 1
Does your product or solution quite fit into prospect’s budget? Yes, No, I’m thinking…
The most common sales objections about budget and price are:
- You are too expensive
- It costs too much
- I can’t afford that
- It’s out of my budget
- It doesn’t quite fit into my budget
Don’t make a hasty decision and put up a discount because reducing a price doesn’t help us to win a customer. Let’s take the price out of this and find out a prospect concern.
There are some possible responses:
- Thanks for your honesty. How much were you thinking of spending?
- What solutions are you comparing my offer to?
- Is the price the only thing that’s keeping you from signing?
- It might seem expensive for one day, but let’s break it down by quarter… by month… by week… by day.
- In your own business, is your service always the least expensive option available?
- Have you ever bought a similar product or service before?
- Setting price aside, would our solution help solve your problem?
- Yes, it’s expensive. The best products are often more expensive.
- What are the most valuable parts of the service for you?
- So which part don’t you want?
- How much will it cost you to do nothing?
Summary
Practice these responses. Come up with your own ones. Clear up prospect and customer needs. And it’s your time great invested.