When customers think your price is too high…usually it is because they do not have enough information to justify the price.
It doesn’t really matter how they say it, “Your price is to high” or “I can get it cheaper somewhere else” because weather the customer is correct or not they will think they are right.
How would you react to a statement like this from your customer? Are you defending your price? Are you making concessions? The fact of the matter is…your customer may be thinking “The features and benefits are not worth the price you are asking”!
Your customer will always think “What’s In It For Me” (W.I.I.F.M.)? In sales we need to find a way to communicate all questions that your customers may have. Let me assure you…the answers will be different every time! Click here to read more.. »
