When a prospect says your price is too expensive, don't defend it. Instead ask what they're comparing it to, then shift focus to your company's reputation and installer quality. Use confident language to hold your ground when they threaten to shop around.
We talking about the premium option? Are we talking about the middle option? Which option are we talking about? When someone says, hey, that price is too high, it's okay to say. And that's the best answer you can do. If you'd said, hey, well, let me tell you why it's too expensive and why we charge so much. Like you're just trying to convince someone against their will. If they just make a statement, it's just expensive. Just let them sit on that for a minute. That's their, their job. We, we do training. They go to customer college. They've made a decision, predetermined decision, before you get there. Sometimes, hey, when they give us the price, we're going to say, that's really expensive. We're going to shop around. And you can't be fooled by that. You know, we're playing big boy poker. We don't, we don't fold. We check and raise and. But too expensive is really mean. Too expensive compared to what? I mean, where do you get the price? What are we talking about? It's not apples to apples in our industry, because you can't compare how I do the installation compared to how somebody else does the installation. Because the product is the product. What you're paying for is the company and the install, the experience of the installers. If you're a salesperson, that's exactly what I encourage you to do is talk about how good your installers are, talk about how good your company is. Forget about the product. I can't tell you the hundreds of customers that have chased me down the driveway and said, wait, wait, wait, wait, what's the name of that air conditioner I just bought? Because we didn't sell on product like that.
