How To React When A Client Says: “You’re Too Expensive!”

source: 2709updates
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“You’re too expensive!” “I can’t afford that right now.” “It’s way above my budget.” “Someone else is charging much less!” If you’ve been involved in sales for more than a week and a half, odds are, you’ve probably come across those particular words at least once in your career. In fact, if you’re like most of us, you’ve likely heard them a thousand times and counting. These are words that can be difficult for service-based business owners to respond to. Most of us are not too comfortable with selling in the first place. And when someone questions how much you’re charging for your services, it can dent your confidence and make you doubt yourself. Let’s start with how you shouldn’t respond… How to React When a Client Says: “You’re too expensive!” Don’t automatically assume you’ve lost this client. When you hear these words – recognize it as an indication that you’re at the start of the sales journey with somebody who might actually be interested in what you have to offer. It’s just that there’s still some work you need to do to help them arrive at the right decision for them. Don’t panic Don’t immediately lower your pricing out of panic when someone says you’re too expensive, otherwise they’ll assume that you were over-charging, to begin with. That’s not what you want. And you’ll miss a chance to open a dialogue that can lead to a better understanding of your client’s requirements and concerns. Don’t defend yourself At the end of the day, it’s your business. You don’t have to defend yourself or your prices unless you want to. Just as your client has the right to object to your prices, you have the right to stand by them. This is especially the case if you are happy with your current workload. Don’t take it personally Objections around price are just part and parcel of the everyday business negotiation, so don’t take it personally. It’s not about you. In fact, think of it this way… if you’ve never been told you’re too expensive, you’re probably not charging enough! Tips on how you can respond [url] [/url]

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