You are Expensive!
Sales Objection:
How do you reply when people say you are expensive?
What is the comeback line?
How can we soften the blow?
How to win the sales for a service-based business.
ππΌππΌ
Sales Objection:
How do you reply when people say you are expensive?
What is the comeback line?
How can we soften the blow?
How to win the sales for a service-based business.
ππΌππΌ
My price is usually 50~200% of the market value compared to other Web Designer.
- No better design than anyone else
- Very small team
- Same technical knowledge
- Smaller Scope, a shorter timeline
But we win almost 85% of the time.
- No better design than anyone else
- Very small team
- Same technical knowledge
- Smaller Scope, a shorter timeline
But we win almost 85% of the time.
What I'm about to share is a time tested method.
- It's psychological
- It's human to human
- It's philosophical
- It's dead simple
We've been doing this for more than 3 years.
It becomes second nature.
Give it a shot.
- It's psychological
- It's human to human
- It's philosophical
- It's dead simple
We've been doing this for more than 3 years.
It becomes second nature.
Give it a shot.
1. Firstly if the customer thinks you are expensive, then it's your fault.
a. You didn't choose the right target market
b. You failed to communicate value in your marketing
c. You were not being helpful.
But we can fix this, follow the next steps.
a. You didn't choose the right target market
b. You failed to communicate value in your marketing
c. You were not being helpful.
But we can fix this, follow the next steps.
2. Admit, own it that you are expensive.
The first step is to accept, we are expensive. Nothing to hide, or be ashamed about. Expensive is good.
We'll win with a high margin, the customer gets quality service.
But don't be sorry.
Lose this battle first, win later on.
The first step is to accept, we are expensive. Nothing to hide, or be ashamed about. Expensive is good.
We'll win with a high margin, the customer gets quality service.
But don't be sorry.
Lose this battle first, win later on.
3. Ask - Here's where we start to win.
a. What am I expensive against?
- The comparison has to be logical.
b. How much is your problem worth?
- We want a number.
c. What would happen if you don't solve this?
d. What are you worried about?
Don't interrupt, let it play out.
a. What am I expensive against?
- The comparison has to be logical.
b. How much is your problem worth?
- We want a number.
c. What would happen if you don't solve this?
d. What are you worried about?
Don't interrupt, let it play out.
4. Problem like these...
are common to us. We do it on daily basis.
Show authority
a. Years of Experience
b. Certification & Qualification
c. Awards
d. Results
Best to Show, less telling, let them connect the dots.
are common to us. We do it on daily basis.
Show authority
a. Years of Experience
b. Certification & Qualification
c. Awards
d. Results
Best to Show, less telling, let them connect the dots.
5. Show Value
We are expensive because ...
a. Value 1
b. Value 2
c. Value 3
e.g. Not only IT fix, but we'll also keep you updated for incoming attacks and prevents them before it hits your server.
This line has to be you the only one who can deliver it.
Else, you lose.
We are expensive because ...
a. Value 1
b. Value 2
c. Value 3
e.g. Not only IT fix, but we'll also keep you updated for incoming attacks and prevents them before it hits your server.
This line has to be you the only one who can deliver it.
Else, you lose.
6. Put them back in the position of power.
a. Now what would happen if you choose someone else after hearing this?
b. Do you want better support for the services?
c. Do you want hassle-free service?
d. Can you afford a f*ck up?
This will shake their belief.
a. Now what would happen if you choose someone else after hearing this?
b. Do you want better support for the services?
c. Do you want hassle-free service?
d. Can you afford a f*ck up?
This will shake their belief.
7. Do you see the dynamics at play here?
Admit - Lose
Ask - Lose
Problem - Neutral
Value - Win
Power - Neutral
We choose when to lose and win. You can't win everything.
We give them the illusion of power.
Admit - Lose
Ask - Lose
Problem - Neutral
Value - Win
Power - Neutral
We choose when to lose and win. You can't win everything.
We give them the illusion of power.
8. If they are still reluctant, then it could be either ...
a. You didn't study what they want most.
b. They couldn't afford you, really no money.
c. Your value is generic.
d. You don't have authority.
e. You have pause phrases.
f. You are not speaking to the right person.
a. You didn't study what they want most.
b. They couldn't afford you, really no money.
c. Your value is generic.
d. You don't have authority.
e. You have pause phrases.
f. You are not speaking to the right person.
9. And if don't any of the criteria above, but still lose the sale.
They already have a preferred vendor or they don't like you. Now, shake them up.
"Do you think it makes sense to pay X, to solve problem Y"
You lost the sale but raised their eyebrow.
They already have a preferred vendor or they don't like you. Now, shake them up.
"Do you think it makes sense to pay X, to solve problem Y"
You lost the sale but raised their eyebrow.
10. Recycling the points.
We start by asking, what's the problem...
Collect those. Address it before the customer even speaks with you.
On your website, ads, ebook, checklist etc.
We start by asking, what's the problem...
Collect those. Address it before the customer even speaks with you.
On your website, ads, ebook, checklist etc.
Recap: The simple steps to answer "Why are you expensive?"
1. Admit
2. Ask
3. Authority
4. Value (only you can do it)
5. Ask to Think - Close
"People buy emotion, not things".
Address the emotion.
1. Admit
2. Ask
3. Authority
4. Value (only you can do it)
5. Ask to Think - Close
"People buy emotion, not things".
Address the emotion.
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