You have probably never in your sales career
ever heard this come up. Yeah right.
This is an oldie but goodie that many prospects love to dive into, it seems that everyone reads this from the same book.
You know what, there are products that can be purchased for less money. They may look like the real deal,
but put to the test, they just don't perform.
Just take a look at any generic paper towel or toilet paper.
I personally have used generic toilet paper before, and you know what, it just doesn't seem to do the job.
I also got far too many splinters.
I just don't "feel as fresh and clean" as I could, when I use a product that literally breaks apart in my hand,
prior to it actually doing the job it was designed to do.
Remember, paperwork is extremely important
in every phase of your life.
I know that this may seem a bit funny and ridiculous,
but I am trying to get the point across.
Cheap doesn't equal good.
You need to get this into your head,
more importantly into your customer's head.
From one of the Founding Fathers
of the United States...
"The bitterness of poor quality
will long remain, after the sweetness of the bargain price has been long forgotten."
Benjamin Franklin
I have already given you other ways to handle this objection.
Here is just another tool to have in the toolbox.
What you need to be conveying to your customer, is that they have made the educated decision by dealing with you. You are there to guide them. If you ever come across as demeaning to your prospect, you are done. No one ever wants to be made to feel foolish. I have seen far too many salespeople do this with a prospect. This is an absolute deal killer every time.
If you respond to this objection with phrases such as...
"That product is garbage, that is why it is priced that way."
or
"That company rips people off"
or
"Those guys over there will do anything to get a deal" etc...
You just became the very guy,
you are accusing the other company of being.
YOU JUST SCREWED YOURSELF.
You do not deserve a commission.
In the customer's mind you just downgraded yourself,
to the level of "just another con artist, bullshitting salesperson."
The prospect is now pissed off, and your sale just got up and walked out the door. If you are in their house, they just threw you right out the door on your butt.
YOU GET MY DRIFT HERE?
I am going to give you a phrase I was taught long ago, I have seen many iterations of this over the years that are fantastic. This just happens to be the one that I use. I am telling you to find the one that works best for you and stick with it until it becomes part of your everyday vernacular.
Customer says...
"I can get this cheaper somewhere else"
Salesperson needs to say...
"Mr and Mrs. Customer, I can readily see that you guys have done some research here. I love dealing with people who actually have done their homework. This always makes my job easier. You guys could never be accused of buying something on a whim. I cannot tell you why the other company is selling the product for that amount. I can only represent what we sell our product for, and why it is priced the way it is. We only represent the best product for our customers. Products that will give them peace of mind. Does that make sense?"
"You guys aren't looking to purchase a cheap product are you?"
Customer:
"No."
Salesperson:
"I didn't think so."
"Mr. and Mrs. Customer, most people that I deal with, want the best product, that gives them the best bang for their buck."
"This is always what we provide at (name of your company)."
You know Mr. & Mrs. Customer,
is your:
(family)
(house)
(finances)
(insurance)
or
whatever you are selling to your prospect
worth the extra (whatever the amount is)?
I thought so.
"Let me show you how easy it is to do business with us."
WOW, WHAT A DIFFERENT APPROACH!!!!
You are not "IN THEIR FACE" you are an educator,
not one of the slimy salespeople
they have dealt with in the past.
Remember, people want to be acknowledged.
People want to know
that you actually do care about them.
You convey this with sincerity.
The sky truly is the limit.
Now, go out and make some new friends!!!
Da Bear