By Greta Schulz
"I love your ideas and your proposal, but your price is just too high for my budget."
I know you've heard those words before. It's one of the most used objections that people give you. But just because a prospect fires back at you on price, it doesn't mean you have cut into your potential profits, decreasing your bottom line, to make the sale.
A prospect tells you that your price is too high for two reasons: you haven't built up enough value or you haven't shown them how your service can satisfy their need. If you do those two things, you should never defend or justify anything about your services, including your rates, to a prospect. That's only putting the motion back in their court because it signifies you're not confident about the ideas you brought to the table and the services you could do for them. When you've perfected your sales process, it's in place for a reason: because it works. So, stick to it.
Consider this scenario:
You finish a giving a presentation to someone you already prequalified on need and budget. You knew their numbers, you knew what they needed, and you sold them on your services flawlessly. All the key decision makers were in the room, and they were ready to close the deal.
But then, you are thrown this curveball: "This is great, and we love the job you did for us, but we'd like to get a discount. What can you do for us with your price?"
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