Panel discussion excerpt about handling common sales objections—specifically the frequent "cost too much" objection. Speakers argue that "cost" often conceals different issues (perceived value, timing, ROI, urgency) and recommend probing to find the real root problem rather than accepting "too expensive" at face value.
We're gonna, we're gonna bring this train into the station with, with this, this question here, either the best objection you've ever heard or the one that st.
I'd have to say. I mean, this is probably the most common objection that you get that I feel like gets overlooked all the time. And so you'll, you'll see the sales rep, hear the answer, and they go, okay. And it's. It costs too much. Or it's, you know, money is a problem. And I'm always like, like, what. What do you. What do you mean money was too much? And they were like, yeah, they said, they said they could. They cost too much. And I was like, so they didn't have enough money in their bank account? I don't know. And I was like, well, they don't have enough money in their bank account, or did they not think that you were going to make them enough money to deserve it? Or did. You know, that could mean 15 different things that potentially could mean that you just didn't do the rest of the part, Right? And so they just didn't see the value in what you were. I mean, if it's not worth it, it is different than it costs too much, right? So I think that's one of the more common object, right? It's like the easy, easy kind of get out of jail free. Like, you know, I just can't do it right now. Cost done, like, move on. But I think if you direct that correctly, you can get to the root of what it is, which a lot of times is not that I don't have the money in my bank account. I mean, if your product is good enough, and especially, like, I'm talking from B2B standpoint, but you know, it's supposed to turn an ROI, so if it's the last $5 in their bank account, I should be able to turn that into more money. So if it costs too much and they physically have the funds, you didn't do a good enough job.
That's a good point.
But it could be the same thing with a roof, right? Like, I mean, it's pretty important part of your home, you know, I mean, when mine leaked on my wood floors and created a big mess, like, that wasn't a fun thing to deal with. So, you know, so cost too much or not, like, it had to be done. It didn't matter if I had the money or not. So how do you get to the root of the problem that you're actually trying to solve?
Well, hey, guys, thank you so much. I really appreciate you guys sitting up here. I know I learned a few things. There's some really great nuggets to be taken away from this. So thanks for joining us. So. All right.
Thanks for having us.
