In the first episode of season 2 of the Home Service Business Success Show, hosts Kenny Chapman and Chris Crew tackle one of the most common objections in sales: "The price is too high!"
They break down why many home service business owners struggle with the pricing confidence needed, what you need to know to truly understand value, option closing, and how to stand clear of the tug of war that often takes place between buyers and sellers.
Plus, you'll learn about a simple gesture that will help you understand whether a prospect potentially trusts you – or not – and how to best approach the price object many people have.
Tune in to learn how you can handle pricing objections and close deals like a pro.
- Kenny and Chris address the "the price is too high!" objection.
- Chris explains that the price is established by the company based on the profit margins that they desire.
- One of the challenges home service businesses face is the fact that not all team members believe in the price.
- An important reminder for you to go back to, from time to time, is that you are NOT your own customer – therefore, the price objection that shows up in your mind is an illusion.
- "The #1 price objection we have is the person delivering the price!", says Kenny.
- Feeling as if we aren't worthy of the price we're charging is one of the biggest mental challenges home service business owners face.
- Kenny shares the psychology behind what a prospect saying "The price is too high!" may be thinking.
- Remember: everyone carries a different perspective of value.
- Chris goes through the concept of option closing – something they teach over at Blue Collar Success Group.
- Chris suggests really paying attention to how a customer welcomes you into their home, because, without realizing it, people tend to give you a visual cue that will determine whether they trust you or not.
- When it comes to selling, you should have an outcome-based approach, says Chris.
- As a technician or in-home salesperson, you need to tap into the emotional drivers of why people buy.
- Kenny touches upon the price always being too high unless it touches the "buying buttons" of the potential client.
- Shy away from the buyer-seller tug of war, focus on embracing the pricing conversation (and objections) instead.
- Chris sheds some light on a couple of strategies you can use to address the "the price is too high!" objection.
- Kenny brings up a huge mistake salespeople make that negatively impacts the buying process.
- Social proof and before & after pictures are excellent tools you should be using in your sales presentations.
Mentioned in This Episode:
HomeServiceBusinessSuccessShow.com/s2e1
The Blue Collar Success Group
Professional Tech Academy
