Many people have asked me to repeat the various alternatives I use to handle the objection “that’s expensive” from a prospect. Mind you, if you do get that it may mean you haven’t handled the explanation of the benefits of your product or service earlier in the discussion with the prospect. In any event here’s the way to go…
When the prospect says, “That’s expensive”
(Pause, give them the “lemon look” and say very clearly and with gravitas)
Is cheap important to you?
(Pause perceptibly after the word “cheap”)
(Then look them in the eye and wait for their reply, no matter how long it takes)
(Almost invariably they will say “No” or “Not really” or something similar)
To which you respond, nodding your head in agreement to emphasise it:
That’s right! What you’re looking for is value isn’t it… (pause to emphasise, nod head but don’t wait for response) which means the right product at the right price (pause). So let me explain what you get with this or what happens when you invest in this or what it means to you when you purchase this or you see there are 3 (or 5) critical things that you need to know about this or…
If they are looking for cheap (and occasionally they will be and that’s okay coz you can’t win them all), you can say either:
That’s fine, as my Mum used to say (pause) you get what you pay for …
Or better still
Well that’s fine. We don’t sell cheap (said with the ‘lemon look’) and there may be some places that are cheap (said with the ‘lemon look’) but I don’t know because I’m a firm believer in that old fashioned notion you get what you pay for (continue smoothly) that’s why we stock this widget. You see there are 3 reasons why (list the benefits)…
By way of explanation, the ‘lemon look’ is the expression on your face after you have cut six lemons into quarters and sucked them. It is one of incredible disdain! ‘Gravitas” is solemnity.
If you want a comprehensive guide to making seminars work for you, purchase Winston’s great audio program How to run successful seminars – the Magic of Seminar Selling. Get great results for any business through Seminars and Workshops for both old & new clients. Whatever your business, you can use seminar magic to cultivate clients… and make heaps of sales too!
Recent Comments