“Price too high”/ “Fee too expensive” Objection Unpacked

in this video you’re going to learn how to overcome objections without getting into an argument and what do I mean by that so in the typical scenario of an initial consultation or a sales appointment you have the prospect and the salesperson will set up service provider whatever you want to call it so I’ll just label S&P; okay just so you get it so you have this dynamic occur where the salesperson tries to make an advance and say okay are we ready to move forward here and then prospect resists and throws an objection and says no and let’s suppose they say it’s too expensive which is like a super typical objection that you’ll hear like eighteen ninety percent of the time and really it’s kind of symptomatic of something that the salesperson has not done in in previous stages so normally typically if you look at this as a time line you hear like normally the objection objection handling phases towards the end but really it’s symptomatic of things that didn’t happen here and here and here so anyways we’ll get that we’ll get into that stuff in another video but essentially your prospect says it’s too expensive and so the typical amateur response that ends up in an argument is basically the salesperson getting really defensive and saying it’s not too expensive so what what ends up happening is the prospect retreats to their position the salesperson retreats to their position and there’s no agreement so that’s how it works so so prospect says it’s prospect says it’s too expensive salesperson says it’s not too expensive and then they to come up with reasons to prove to the prospect that it’s not too expensive and they say things like well lots of other people bought it at this price therefore it’s not expensive and the prospects thinking I don’t care about the other people it is too expensive so that’s so essentially all that happens is with this kind of dynamic happening you will never come to an agreement and all that what happened is the salesperson will pack up their belongings and leave and so will the prospect and the post that will probably go and tell everyone they know how company ABC is a sleazy slimy company and no one should ever invite them for an initial free consultation that’s how this works so here’s what to do instead instead of you getting into an argument what you want to be doing is opening it up for discussion because really a statement like this it’s too expensive is it’s too vague in order for you to really understand what how they’ve made up that judgment how did they how did they come up with that calculation so so what you want to be doing instead of saying no no no it’s not too expensive you want to ask a question so you can ask a question like okay I’m interested to know how you arrived at that conclusion tell me more so really you want more info tell me more yeah so I just say tell me more you’re just finding out at this stage like what’s on their mind what why how did they arrive at that conclusion so they’ll tell they may say something like well honestly I had a budget in mind of a thousand to solve this problem and your solution is five thousand so so basically it is too expensive and excellent now you’ve got more information but they’re actually right if they had budgeted for a thousand and yours is five thousand for the exact same thing so if it’s an apples-to-apples comparison they are right your solution is too expensive and your job is not to prove to them that it’s not expensive this is to actually get them seeing your solution and positioning your solution in a way that justifies that kind of investment so essentially what you want to be doing is asking another question tell me more about how you arrived at a thousand how did you come up with that number like where did you how did you find out that it was possible to solve your problem for a thousand and so now they’re gonna probably say something additional about how that even how they even came up with that conclusion so they’ll probably say well I invited a few other companies around or I spoke with X Y and Zed and I realized that a lot of others were charging this much and so that’s how I arrived at that conclusion so yeah I mean it’s it’s around that ballpark of thousands I can get that problem sold for about a thousand so so now you’ve actually arrived at a much more refined and specific place what you want to be doing again is not trying to say well yeah but they’re not gonna they’re not gonna they’re not gonna do what we can do they’re not gonna what you want to be doing is getting even further clip what specific insane okay I understand that you’ve called up X Y Zed company and you’ve arrived at the conclusion that you can solve this problem for that much money but have you considered that what you’re actually looking to achieve so this is the goal that they told you that they’re looking to achieve have you considered that would the goal that you’re looking to achieve are the solutions available that you’ve discovered did they include this did they include this did they include this and you remember how you were saying earlier in the conversation that this was very important to you this was very important to you this was very important to you I’m more important than all of that is can you see how these are going to ultimately help you reach your goal so this is this is a much easier way of allowing the sale to happen and getting them to reach the conclusion that the fee that you’re charging is worthwhile based on the things that you’ve included for them that will help them reach their goal because ultimately that is what they will pay the biggest money for if it’s an empowering and inspiring goal that they have so this is a lot easier to to follow this this this this path of tell me more tell me more is a lot easier to follow and will result in more sales if you follow it like this as opposed to getting into arguments so that’s what I’ve got for you today if you’d like additional help guidance support and training on getting as much as 80% conversion rates on your initial and free consultations go ahead and head over to this URL there is an awesome training I put together that probably some of the best material that I’ve put together to help you achieve up to hsn– conversion rates upon your initial and free consultations without arguing or being salesy all right that’s what I’ve got for you today take care and see you in the next video