Your Price is too High...? 20 Proven Responses to a Tough Objection

When you're receiving this objection, you may be getting somewhere with your customer.  They're acknowledging the need for a solution, so follow up with further questions.

  

1.  Which means?

2.  Compared to what?

3.  What was your expectation?  

4.  If our competitor is much less, what does that tell you?  

5.  You can always find a cheaper solution but you won't find both the quality and value.  Isn't that what interests you?

6.  It is high compared to what some companies charge.  What does the fact that we have over 500 customers buying from us imply?  

7.  It costs only about 15¢ per hour of operation.  What kind of peace of mind does that buy?

8.  Our price is high, compared to what some others companies in the field in charge.  But I believe it’s not high enough for what it does.  As a matter of fact, as the economy improves we're expecting a price increase any day.  Why not buy now and get our high quality at today’s price?

9.  I am glad you mentioned price.  Is it the amount or the terms?  

10.  Have you ever figured the price of not having a high quality?  The price of breakdown, the cost of wasted time, the extra phone calls, the headaches, the repairs bills…you see, high quality actually saves you money in the long run.  Why not order today?

11.  Don’t deceived by today's prices.  You actually pay less because we are giving you more service, more quality, more expertise, and more security.  Isn’t that what you really interested in?

12.  You really feel that our price is too high?  Could you explain that for me?

13.  The sweetness of low price is quickly forgotten when you have to deal day after day with the bitterness of low quality.

14.  We can lower the price right now, but you need to make a decision on what options to cut from our proposal.  Okay?

15.  I might get in trouble for saying this, but I know a way to save you a few bucks.  What if I cut my commission on this transaction to lower the price?  

16. Yes, we are not the cheapest in our field; however, we do over $8 Million a year at the same price.  We cannot do that if our customers weren't convinced that this is the best buy.  Wouldn't you agree?

17.  Does your company pay you only to buy the cheapest products?  Are they really interested in getting the best value for the dollar?  Shall we talk about value?

18.  Our price is too high?  We very rarely hear that, what do you mean?

19.  How much too high is it?  Do you realize that if you keep and use your products for 5 years, and most people do, the price difference is only 12¢ a day?  Isn't it worth 12¢ a day to have the very best?

20.  If it were cheaper, would you want it?  Good!  Then what you are telling me is that you're interested.  Let's look at some ways you can afford it!

So there you have it, 20 ways to reply and most are questions that get the customer to share what's holding them back from a purchase.

If your sales team is facing objections that's consistently hindering sales, let's have a discussion on improving their effectiveness.