Sales Union

If you could eliminate price objections, you’d be able to sell more, and charge more, right?

One of the best ways to do this is to talk about the difference between price and cost.

Let me explain…

When your prospect says they have found it cheaper elsewhere, it is likely that they are looking at an inferior product.

Let’s say you sell office chairs for £199, but offered a guarantee/warranty on them for 5 years.

When your prospect says they have found a cheaper alternative for £99, ask this question…

‘Are we talking about the PRICE, or the COST, you have found cheaper?’

Almost always they will ask what the difference is, which peaks their curiosity!

Then you can explain the price is what you pay today, but the cost is what the solution will cost you overall.

If you know (or can create a compelling argument backed with evidence) those chairs last around 6 months, you can explain that the cost of the ‘cheaper’ priced chairs is £990 over the next 5 years, where yours is just £199!

At that point I like to joke and ask them if they think I should actually put my prices up!

Would you rather pay 20% of the cost for a premium product or 400% more for an inferior product?

Suddenly the decision is a no-Brainer!

Tomorrow, I’ll share some examples of how you can implement this same strategy in service based businesses too!

PS: Remember
It’s not what you sell,
It’s how you sell it! 🎯