When a prospect objects to your pricing, it is often \t\t\t the beginning of the end of a potential sale. You can run through \t\t\t all the benefits of your product or service again, but once price \t\t\t has become an obstacle, it\u2019s hard to remove it.<\/p>\n
Do you offer \t\t\t to discount the price? That\u2019s a slippery slope; how much of \t\t\t your profit can you bargain away?<\/p>\n
Chris called me with this exact problem. He had \t\t\t been talking with a physician the night before about providing on-site \t\t\t physical therapy services when the physician objected to the price. \t\t\t It was at the end of long day, and Chris was at a loss as what to \t\t\t do to eliminate price as an obstacle to the sale.<\/p>\n
Chris mapped out the financial benefits again. Despite \t\t\t his best efforts, the conversation went downhill. Even though he had \t\t\t an interested and qualified prospect, Chris walked out without making \t\t\t the sale.<\/p>\n
Have you ever been in a similar situation? Want \t\t\t to know how to ensure your method of sales overcomes objections to your pricing? Every small business owner, marketer and salesperson \t\t\t gets hit with objections to price. It costs them tens of thousands \t\t\t if not hundreds of thousands dollars in lost sales each year.<\/p>\n Your prospects happily spend lots of money each \t\t\t year, even in a weak economy, on everything from cell phone service, \t\t\t to Internet services, and equipment to accounting services. Just to \t\t\t give you an idea of the amount, small businesses spend over $90 billion \t\t\t on IT products and services alone each year in the U.S.<\/p>\n This brings us to the second thing you need \t\t\t to know about about making a sale <\/strong>when a prospect objects to price. Your \t\t\t own business marketing may be creating this pricing trap. <\/strong>Most \t\t\t small business marketing does. No matter how good your \t\t\t services and products are, you\u2019re going to keep losing sales \t\t\t unless you find out how to eliminate price as an obstacle.<\/p>\n When prospects tell you that your price is too high, \t\t\t they are really saying, \u201cI don\u2019t see the value of your \t\t\t products and services to my business.\u201d Or, \u201cThe benefits \t\t\t relative to the cost aren\u2019t clear.\u201d<\/p>\n People object to price when they don\u2019t have \t\t\t enough information about why they need your products and services \t\t\t and how those are going to help them. Price is only meaningful to \t\t\t prospects once they understand what they\u2019ll be getting in return.<\/p>\n Ask yourself these questions:<\/p>\n \u2022\u00a0What are your sales goals?<\/p>\n \u2022\u00a0How many sales are you making per month?<\/p>\n \u2022\u00a0How much do you want to see these numbers \t\t\t grow?<\/p>\n \u2022\u00a0Will you reach these goals selling the \t\t\t same way you have been?<\/p>\n 1. Spell out in detail the value of your products \t\t\t or services in your marketing.<\/strong> Remember that most people aren\u2019t \t\t\t buying the features; they\u2019re buying the benefits.<\/p>\n For example, they aren\u2019t buying sound insulation \t\t\t but a car that is whisper quiet. Physical therapy patients aren\u2019t \t\t\t buying treatment protocols, they\u2019re buying full mobility. An \t\t\t architect\u2019s clients aren\u2019t buying blueprints, they\u2019re \t\t\t buying a lifestyle.<\/p>\n 2. Avoid discussing price until prospects have had \t\t\t a chance to explain to you<\/strong> the benefits they want from the \t\t\t product or service<\/strong>. If a prospect wants to know the cost \t\t\t before you\u2019ve asked them to define what they are looking for, \t\t\t redirect the conversation. Ask them what they want? Get them to tell \t\t\t you the benefits they are looking for.<\/p>\n 3. Your prospects want to feel like they have a \t\t\t choice about how much they pay.<\/strong> Give them pricing options so that \t\t\t you control the options, instead of having them propose their own.<\/p>\n Once Chris understood how to frame and structure \t\t\t his sales conversations, he found that price was no longer an obstacle \t\t\t to sales. Instead, he was signing up more physicians for his services \t\t\t than he ever imagined. You can do the same.<\/p>\n","protected":false},"excerpt":{"rendered":" Use these 3 easy steps to eliminate price as an obstacle to a sale.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[13],"tags":[36],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1347"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/comments?post=1347"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1347\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/media?parent=1347"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/categories?post=1347"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/tags?post=1347"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nThe first thing to remember whenever \t\t\t a prospect objects to your price is that it\u2019s not about \t\t\t the money!<\/strong>
\nIt\u2019s true; in 99 cases out of a 100, when \t\t\t a prospect objects to your pricing, the money is not the real issue.<\/p>\n3 Steps to Eliminating Price As An Obstacle<\/h4>\n