A Simple Way To Deal With "High Cost"

2011/9/1 13:45:00 38

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The most common objection in every sales situation

Opinion

The cost is too high.

When someone says this sentence (or something like that), it means that you have not explained to your potential customers that your product is totally worthwhile for the current price.

Your next step is to ask for instructions so that you know how to adjust the cost / value equation.

When you hear the "cost too high" opinion, you can ask the following thirteen questions, which will push the conversation forward and provide you with the need to reposition your product.

information

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When you use any of the following questions, before you start asking questions, you should first use a sentence to confirm that you hear and understand the objection.

(example: "no problem..."

Just out of curiosity... "

"I understand that cost is always a problem."

These questions are as follows:

1, when you say the cost is too high, what do you mean? "

2, what is your past experience with solutions like ours? "

3, how do you know the cost is too high? "

4, do you know anything about us or our industry? "

5, what experience have you had for a company like ours? "

6, what are your priorities for around the world?

7, if our solution is not expensive at all, what will happen? "

8, what if we prove that our cost is not as high as you think? "

9, what if we can really solve the problem of "the"? "

10, what if we can really produce measurable business value?

11, what if we can help you build competitive advantages? "

12, what if we can prove to you how our solution will actually save money? "

13, if you don't have our products, how do you plan to deal with this problem or opportunity? "

What is important is that it looks as if you are not questioning the correctness of the objection, but changing the potential.

Customer

The way of looking at cost.

"No problem" and "just out of curiosity" provide a bridge, continue the conversation and give you the opportunity to show that your product has more value than offset costs.