Prospect says your price is too high. How
do you respond?
Most salespeople
defend their price like a mother bear defends
its cubs by saying something like this.
Understand how you feel. Many people felt the
same way, But what they found was, you
pay for what you get.
And we're worth it because we give you
A5X Roi.
Here's the problem. Whenever you go into convincing
mode, what you're subconsciously telling the other person
is I'm right and you're wrong.
People don't like being convinced, especially by a
salesperson
who has commission breath, a vested interest in
getting the sale.
So what's the way out?
Instead of convincing,
try detach and understanding.
Here's what that sounds like. Prospects says your
price is too high.
And you say in a calm voice
seems like you're comparing this to something else.
Well, I am, I saw another couch, for
20 percent less.
And then you say in a con,
would it be okay if I ask you
a question about the other couch?
Sure.
So, Pete, I'm not sure if this is
the case with the couch you're looking at.
But oftentimes
to cut costs,
manufacturers will use different cushion density,
which ranges from 1.2,
which typically lasts about 3 to 4 years
before the Cushion sag to 2.4 with coils,
which means it lasts about 8 to 10
years.
What's the cushion density
of the couch you're looking at and then
shut the front door and listen.
You're not convincing, you're created a potential gap
in their knowledge and you're letting people come
to their own conclusions. Why does this matter?
People are more persuaded by what they hear
themselves say, rather than a salesperson. It's not
your job to fill people's heads with information
your job is to draw it out.
Buyers have the answers, sellers
have the questions.