Overcoming Sales Objections: Lesson 2 - It Costs Too Much!

That's basically Rebuttals Number 2 and 3.

Did you bother to watch the video? My guess is no. I always find it a bit strange when people comment on something they haven't seen, heard, or read.

The video clearly opens with why you might get the objection. 1st and foremost is that you simply haven't shown them enough (perhaps any) value. In that case, my advice was to simply do a better job with your presentation or add value to your offer. If you haven't shown value (which happens often when sales people speak too much and listen too little), the best rebuttals in the world aren't going to save you.

I don't get price rejections very often (because I tend to do a pretty good job of building value and helping my clients understand why they need me), but I can't say that I never get them. As I mention in the video, another reason people choke on price is that they're afraid they're going to say, "Yes."

I've been doing this a long time now, and I still get that from time to time. And when it happens, all I do is give them PERMISSION to buy. Sometimes that's all they need. They just need to know that they're making a smart business decision. So I give them that.

I don't have a ready-made list, but we do a lot of role-play and practicing our pitch and presentation to ensure we are building value. Without giving you a direct list right now, the best advice I can give is to make sure you do a good job asking questions and learning what is most valuable and meaningful to your prospect.

We've all heard that "Telling ain't selling!" And it's true. Too many sales professionals approach their pitch like they're a professor giving a college lecture. That doesn't work. The reasons it doesn't work are:

1. To be honest, your client doesn't know what you're talking about.
2. They really don't care how or why it works; they just want to know that it does work.
3. You're NOT that interesting. They don't care to hear you talk.
4. They want to talk about THEIR business NOT YOURS.
5. Different things are going to be valuable (read: important) to different clients.

The fact of the matter is that even though I offer Web site, graphic, and logo design; SEO and NAP services; social media setup and management; mobile marketing; and other related services, I do NOT sell Web design. I also don't sell SEO or social media. And I definitely don't sell mobile.

What I do sell is success. I sell targeted leads (opportunities), greater margins, repeat business, and peace of mind. That's what my clients want. They don't want "a web site." They want something bigger than that. That "something" varies from client to client. So what I recommend is that every sales pro does a better job in the discovery section of the sales process.

Never make the mistake of trying to tell your customer why they want what you have, because inevitably you're making the mistake of trying to put a square peg in a round hole. Instead, ask them what they want. And then explain to them how that is what you're offering.

Bottom-line... the best value adding statements you can use are going to come from the mouths of your own clients. Just make sure you're listening when they mention them.

That's a real helpful and constructive comment. Why not try to add some value like he is?