There’s a set of people in the world that no matter what they’re buying, the price is too high for them and it doesn’t mean that they’re not getting the value from the company or the value from you. It’s the mere fact that they think that spending money is too much.
In this episode of Close It Now, Sam talks about overcoming "Your Price Too High" objection.
Your Price Is Too High
Today, let’s talk about overcoming the “Your Price Is Too High Objection”. I’d like to share with you all a story from Jason, one of the guys from our Facebook group.
He went out to a client’s house, roughly 45 days ago. The client had a 2-storey house. The second system upstairs was the one that he was quoting. They had older systems, it was down and not operational so he quoted a price. He did everything, he had the full process, he gave lots of options and the entire process was great but the client still didn’t go with any of it at the time.
The client said they didn’t use the upstairs system as much and nobody is really up there unless they have guests so they decided not do anything right now and told Jason that his price is too high.
About The Client
They’ve been consistent clients of Jason’s company for years. They've been on their regular maintenance plan. Jason also replaced their downstairs system in the past so it’s not not like a cold market lead, they were not a fresh client because they’ve used him before. There’s lots of history here but he still kept saying, “your price is too high”.
This client falls into the category of an ethnic client. I did a podcast recently on “Selling To The Ethnic Client”. If you haven't listened to that one, go back and listen to it. It’s extremely powerful as I talked about what they want to hear, what they need to hear to get them to the next level and to get them to not just buy the very cheapest basic equipment. But to actually invest in value for their home. Go back and listen to “Selling To The Ethnic Client” because it was a great episode!
The Conversation
Jason’s client kept saying your price is too high over and over again hence, nothing happened during that meeting. 45 days later, now we are midsummer, Jason goes back to the client’s home and it’s 95 degrees upstairs, so it’s so hot with the same folder and books from his first visit. The client said, “Alright!, let’s go ahead and do it, let’s just do this project”. Jason takes the order and signs the client up for what he picked. But during the entire process, the homeowner still kept on saying that the price is too high.
Now, the previous visit 45 days before that, it was the same conversation all the time, “the price is too high”. Jason did a good job every time. He’s been listening to coaching he’s been given so every time the client said that he would bring him back to the value that he was getting and reminded the client about his service, what they do, how they handle clients with situations, what their install quality is and just reminded him of the value of the service.
Let’s say the client has another quote for $3-4k less from what Jason’s quote was which people always say they have until they actually show it to you. I would take that as fiction instead of fact. When somebody says, show me, show me the quote. And if they do have one, somebody text messages you, what’s in this text here somewhere is easy to destroy so this whole time, even in Jason’s second visit, the price was still high.
Jason was concerned for the client, he wanted to make him a happy client so no matter what he said or what he did to restate the value, all the things, the entire time, no...
