When a prospect says a competitor is cheaper, don't defend your price. Ask why they prefer the other firm instead. Charles shares a sales tactic for accounting firms to reframe the conversation and uncover what actually matters to the client.
Hey, this client just said another accounting firm can do this for cheaper. What am I supposed to do? Simple. Just lean into it and turn it into a positive. What do you mean? Explain it to me. Say something like this. That's awesome. But let me ask you this. If our products were priced exactly the same, which firm would you choose? Okay, and what do I say after typing that? If they choose your product, ask them why. All you have to do is keep asking them why until they tell you all the reasons they choose your product. And then you just say, what else can we do to make this happen for you? Got it. Hey, thanks for the help. Where did you learn all this? Oh, I just followed Charles. He makes growing accounting firms so easy with all the sales tips.
