How To Respond to “It Costs Too Much”

Which response will NOT move the sale forward?

…when you say it costs too much, what do you mean?
…what has been your past experience with solutions like ours?
..how do you know it costs too much?
..are you aware that we can provide you with a big discount?
..what has been your past experience with companies like ours?
…what are some of your priorities for saving money in this area?
…have you figured out the potential cost of not taking action?
…what are your priorities in this area?

The response that will NOT move the sale forward is …are you aware that we can provide you a big discount.

All the other responses are effective ways to start a conversation that will eventually reveal what’s actually going on in the prospect’s head. At the end of that conversation, you’ll know more about the prospect’s priorities and therefore be able to move the sales forward.

By contrast, offering a discount at the first sign of an objection tells the prospect that you were either sandbagging (if you’ve already given a price quote) or intending to sandbag (if you haven’t). Either way, the prospect is going to suspect that you can’t be trusted, which will make it difficult or impossible to move the sale forward.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s