"But Your Price Is Too High"

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4247 days ago
Made Hot by: justretweet on April 3, 2013 8:45 am

When the customer say, Your price is too high, the first thing we need to do is understand the basis for the statement. Why do they think the prices is too high? Are they just saying it because they are obligated to saying it? Are they comparing your pricing to competition? Are they comparing your pricing to something else? To make that statement, the customer must have a basis for it. Our job is to probe and understand that basis.

Who Voted for this Story

Top BizSugar Users

This week's most active BizSugar users. Join Them!

Comments

Written by HeatherStone
4247 days ago

Hi David,

It's usually a bad idea to compete on price and it may be a sign that the customer isn't really seeing the value in your product. Assuming the product or service is a good one, that probably has to do with how the value is being communicated.

- 0 +

Written by AngelBiz
4247 days ago

There might be number of reasons customer might say those words. He could be genuinely comparing the price and value of your product to alternatives or he might be using it as a negotiation tactic. In any case it is up to the sales person to dig deeper into it by asking relevant questions. At the same time he needs to be careful not to get sucked into comparison with alternatives. As a sales person you need to establish a business case for your price and show the value it provides for the given price.

- 0 +