How To Destroy The “It’s Too Expensive” Objection

You’re almost there. You can taste the close. You can smell the money and then…

The client starts a last minute whine about price.

“It's a bit high... Can you do better?”

How do you respond?

The worst thing to do

This is where most salespeople will absolutely wreck themselves.

They’ll apologize and supplicate and then do the worst thing possible…

Offer better terms.

Why is that so bad?

First off, it makes you look like a scammer. When you suddenly offer them better conditions they’ll think to themselves:

“Why didn’t he offer this at the beginning? Did he try to scam me? Make me overpay? What a spineless sleazy salesman…”

The other downside of this approach is that it makes you appear extremely needy. Desperate to close the sale.

And desperation repels clients more than 30-year-old men that still live with their parents repel women.

It also puts you in a horrible position for negotiation… It’s like tying your hands behind your back before a boxing match.

Don’t over-react

Smarter salesmen downsell – trim down the package to lower the price.

And that works. That could get you the sale. And it won’t make you look like a dirty scumbag.

But…

We want to sell as much as possible right? The biggest package for the biggest profit. So let’s keep that as the last resort.

3 best answers to the “price” question

Here’s my favorite way to handle it:

If they say something like:

“I don’t really like the price, can we do something about that?”

You respond with:

“Absolutely! It’s always OK to pay more. Just say STOP. $800, $850, $900, $950, $1000…”

That usually gets a laugh if you’re relaxed and smooth with it. It’s a nice way to de-escalate the situation.

But most of the times you’ll have to follow it up with something more serious:

“I definitely get where you’re coming from and the way I’ve set it up is that I charge all of my clients the same percentage. It doesn’t really make sense to charge one client $800 and another $900 for the same service. That wouldn’t be fair.”

This one works well for two reasons:

1) It shows you’re not just trying to line your pockets and that you actually have a solid character.

2) More often than not they’re just trying to get a better deal. And if you make it clear that the price is set, they’ll be willing to pay it in full.

But if you don’t feel like explaining things, you can just say:

“No, this rate is solid. I don’t deviate from that.”

Nothing wrong with this approach.

Just make sure you don’t mess up the delivery. You don’t want to sound butt-hurt about it.

Say it in a casual way, like you’d answer any other question.

And now onto the last one…

Bonus “cheat code” to dismantle any objection

After they say that the price is a bit high, you ask them: “A bit high?”

It’s like a sales version of the Uno reverse card.

It gets them to talk again which gives you more time to think. Plus it forces them to give you more information.

And the cool thing is, you can use this for any objection you get:

“I don’t have time” -> “You don’t have time?”

“I need to think about it.” -> “Think about it?”

The important thing here is to shut up after you ask. Stay quiet. Whoever talks first loses.

And that’s all I have for you today. Try one of these responses next time you get hit with “It’s too expensive.” They worked well for me.

Talks soon,

Marian

P.S. Want to get people interested in your service so you can try these methods out?

Get in touch with my agency today.

If we’re a good fit I will personally take a look at your company and your marketing, come up with a strategy of what I’d do differently and discuss it with you in depth on a call.

No cost, no obligation.

If you want to work together I’ll tell you exactly how that works, if you don’t want to work together that’s fine too.

No hard selling, no pressure, no annoying sales tactics.

Sounds good? Then fill out this form: https://www.mmrleads.com/free-marketing-analysis