Here are eight possible answers to inspire you.
“Really? What are you comparing the price to?”
According to the HubSpot blog, expensive is a relative term. You must know what the client is actually comparing the price to, and then disprove that these are comparable cases.
“How much did your last product cost you?”
This phrase can be used if the client bought a similar product cheap in the past and was not satisfied with it.
“I understand. But let's look at how much money you save in the long run.”
It often happens that the total price surprises the prospect. But if you look in more detail at the long-term savings, the price will make more sense to the client.
“That's right, we are the more expensive option. But we're also the best.”
If you really trust your product and you see the price as justified, convey this thought to the client.
“Shall we look at the options we have of combining your budget with our offer?”
It's good to have multiple payment options and to offer numerous instalment plans.
“Setting money aside, is there anything you don't like about the proposal?”
The price objection often only covers up another problem the client has with the offer.
“So you want to settle for an inferior solution?”
This reaction is handy if the prospect you're talking to likes exclusivity, is keen about stylish things and about only having the best.
“One of my clients decided to go for our competitor's cheaper version…”
Tell the story of your client who also thought he would save money but eventually ended up with saying that he would never buy the cheaper version again.
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