The next time you hear the objection, “It’s too expensive/ too much. The price is a bit too high.”
Respond with the following questions:
1. Too high? How high is too high?
2. How much is too much?
3. How much were you hoping it would be?
4. I can understand wanting to stay within a certain range. However, would you agree that the price is an accurate reflection of the value in relation to the results you can expect (ROI)?
5. (If you sell financing.) What’s too much? The overall investment or the monthly installment you could make?
Tip From The Coach: Sell The Difference. Now, you are in a position to sell the difference not the full amount of the sale. For example, if the price is $7000 and they felt it was $2000.00 more than they wanted to spend, then you now need to build the value and sell the difference, the $2000.00 rather than the entire $7000.000.