No matter how we try to play down 'price' when we are selling, it's often the factor that is
uppermost in your prospect's mind. How do you overcome the price objection?

Marketing and selling techniques, tips, feature articles, personal advice and  useful links to build your business and boost profits - on-line and offline.
Search site

  Workshops    Resources     Services     Archives
Home :: Contact us :: Privacy :: Site map :: News :: About us  

Archive Index
Search the archives
Internet marketing
General marketing
Advertising & PR
Management ideas

Sign up now for ALL these goodies! Your address

(We won't give or sell your address to anyone.)

Today's hot tip
(we use this ourselves!)

Get Marketing Tipster on your desktop - or on your website.. Click here for an INSTANTand FREE download

Your price is too high

Make money with Ads by Google

What to say when a prospect tells you this

No matter how we try to play down 'price' when we are selling, it's often the factor that is uppermost in your prospect's mind. How do you overcome the price objection? Because, when we come to ask for the order, we frequently get the objection: "Your price is too high".Before this stage is reached, we can often try to reduce the emphasis on 'price' in the buyer's mind. Here's three ways to do this:
  1. "It only costs..." - using the word 'only' suggests that the price of what you are selling is low compared with your competitors, or all the benefits that you are offering.
  2. Focus on price differences rather than the actual price. Often the apparent price differences between what you are selling and what your competitors are charging are, in the buyer's mind, not all that great. This is particularly true if you are selling a service. So keep stressing the difference in price and all the benefits that the buyer will get: "Yes, it's true that you will be paying 1,500 for my service, and you've been offered nearly the same for 1,300. But let's think for a moment what you will get for that extra 200.. "
  3. Talk smaller figures. If, for example, you are offering a training course for five people for which you are quoting 2,000, it would be equally true to present it in terms of "400 per person", which sounds a lot more reasonable. Don't however, go to ridiculous extremes by breaking it down into too many units (such as "that's 200 in the morning and 200 in the afternoon")!

OK, so you've done that - but you still get the objection "Your price is too high". Before you can answer that, you must ask more questions to find out exactly what the prospect means. It could be one or more of the following:

  • Outside my budget
  • More expensive than I thought
  • I'm not convinced of the value
  • I haven't got any money
  • It's more than I can authorise
  • My job is to beat salesmen down on price
  • I really don't want it
  • I want a discount
  • It's outside our budget
  • I'm not the person who decides
Until you know what lies behind the statement "Your price is too high", you can't start to overcome this objection. Once you know the real reason, you'll either find that making the sale (to this particular person) is impossible - or, you'll be able to come up with winning answers.

Further help on this topic...
<- Look here!
You'll find further help on this topic, or closely related issues, in the side columns on this page..
Look here! ->
How useful was this article? Please let us know..
Your details will not be passed on to any third party
Your name (first & last)
Your email address
How do you rate this article?
Liked it - useful
Not too bad
No good :-(
Any comments?



Printed Lanyards


* *
* Marketing Magic is owned by Traynor Kitching & Associates, ("TKA")
an Internet marketing consultancy based in York, England.
All material is © 1997- TKA and other authors
Send comments and questions to:
* *