REASSURINGLY EXPENSIVE

Most sales trainers would have you respond to a prospect’s “that’s expensive” remark with something like, “compared to what?” That technique will help you reveal the other options your prospect is considering and allow you the opportunity to compare and contrast for the customer.

It’s not a bad idea, but I have a better one. It’s a technique I used to sell tons of advertising in a niche publication, which was not cheap, and I still use it when associations want me to speak at annual conventions or companies want me to rev up their sales team.

Whenever a prospect mentions how expensive rates are, I looked them straight in the eye and confidently reply, “yes, it is reassuringly expensive, isn’t it?” I confirm they are buying the best because I couldn’t possibly charge that price if what I sold didn’t deliver.

Of course, the product or service must deliver and I am confident what I sell does deliver, time and again.

If you sell a premium product, and you are confident about what it will do for your customer, try this technique and watch how easy it becomes to sell.