If you're like most professionals, you're not comfortable with selling. It's not easy fighting the feeling that hyping yourself is somehow inappropriate. And it's worse when you have to deal with objections, doing presentations, and getting rejections—or waiting for the phone to ring.
But little can compete for sheer discombobulation with the plain old, "We think your prices are too high." What do you say to that?
Listen to Your Gut
When you hear those words—"your prices are too high"—you probably have one reaction in your mind. "What? How can he possibly think our prices are too high? What is he talking about? We've trimmed them already. I know they're not too high, other firms have got to be that high, and our costs are barely covered here, we're absorbing a lot—how can he say our prices are too high?"
In other words, you really do not understand what the client means.
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