Overcoming Price Objections

The question of price is always an important one.

Price is an issue that should always be addressed "straight on." Be proud of the price. Be bold when talking about the price -- always AFTER you have had a chance to give a laundry list of features and benefits. Never be ashamed of the price tag! You or company has thought a great deal about the price, and there are very good reasons why it is priced as it is -- because it protects, preserves, prevents, gets, gets rid of, relieves, avoids, improves, increases, etc. -- and THESE are the good reasons why your price is where it's at, and why it is worth the investment.

As you read these, note that you will want to personalize them, and add your own and inflection and personal style. When you read them off the page (or off the computer screen) they may sound "cheesy" or "agressive," but trust me, put your own charm and spin into it, try them all, and you will defintely find one or two that work effectively for you in erasing the price concern from your buyer's mind.

Here are some free rebuttals for you to you use when faced with tough price objections:

"OK, you're telling me you think the price is high, BUT I THINK YOU MEAN SOMETHING ELSE? Do you not fully understand the the return on investment that you get with this product? Once you have it installed, it should easily pay for itelf in the first two weeks, shouldn't it? I personally think the price is a bit low considering the massive increase in profits it will earn you. Just visualize it working for you -- price will not be an issue once you get it going and it's saving you a ton of money. It's totally worth it. All my clients have been more than happy with it."

"The value of our product is well-documented, and that is the price we have been offering it at for some time now. ANYTHING LOWER WOULD BE A RARE EXCEPTION AND VERY DIFFICULT for me to swing with my VP over here, plus I would be concerned about my other clients finding out if I you picked it up at a discount. If I went to bat for you FOR AN OUT OF THE ORDINARY DISCOUNT -- I mean if I could get it for you at the price you want, would their be anything else holding you back from safely purchasing this TODAY?"

"In other words, if it weren't for the price, you'd give it a shot. Is that true? ... I mean, if you were OK with the price, then nothing else would be holding you back from tryig this today, right?"

"Yes, I hear you ... Price is critical in any decision. In order to make sure that we are comparing apples to apples here, can you tell me what you are comparing our price to? ... How much too high is it then?

"OK ... I hear you. Our minimum package is $6,000 and you only want to invest $5,200. That's OK. That's fine! -- WE'RE ONLY $800 DOLLARS APART. Let me tell how much more money will wind up in your pocket for that little $800 dollar difference, OK? ... But first consider that your payment on that eight hundred would be less than $42 a month. An extra $42 bucks a month is nothing considering the benefits X, Y, and Z and the huge return on investment you'll see, wouldn't you say? It's totally worth it."

"Sure, for some folks who haven't done their homework, the initial investment only APPEARS high. Look, we know the value of this thing, just like you know YOUR value, and YOUR margins. Have I not thoroughly explained the value of our service, or is price the only thing we're hung up on here?"