Prospect says your price is too high. How do you respond? Most salespeople defend their price like a mother bear defends its cubs by saying something like this. Understand how you feel. Many people felt the same way, But what they found was, you pay for what you get. And we're worth it because we give you A5X Roi. Here's the problem. Whenever you go into convincing mode, what you're subconsciously telling the other person is I'm right and you're wrong.
People don't like being convinced, especially by a salesperson who has commission breath, a vested interest in getting the sale. So what's the way out? Instead of convincing, try detach and understanding. Here's what that sounds like. Prospects says your price is too high. And you say in a calm voice seems like you're comparing this to something else. Well, I am, I saw another couch, for 20 percent less. And then you say in a con, would it be okay if I ask you a question about the other couch?
Sure. So, Pete, I'm not sure if this is the case with the couch you're looking at. But oftentimes to cut costs, manufacturers will use different cushion density, which ranges from 1.2, which typically lasts about 3 to 4 years before the Cushion sag to 2.4 with coils, which means it lasts about 8 to 10 years. What's the cushion density of the couch you're looking at and then shut the front door and listen.
You're not convincing, you're created a potential gap in their knowledge and you're letting people come to their own conclusions. Why does this matter? People are more persuaded by what they hear themselves say, rather than a salesperson. It's not your job to fill people's heads with information your job is to draw it out. Buyers have the answers, sellers have the questions.