How do I Handle “It Costs Too Much”?

Rule 1: Pre-empt the inevitable.
- Admitting the negatives of your offering, as well as the positives, enhances your credibility and positions you in the role of an advisor rather than a salesperson.
- If you know your product will be misaligned relative to customers pre-eempt the objection , early in your initial conversation:

- Some people say that our product is more expensive. That is true. But this is justified value for money.
- Our additional price allow us to invest more in innovation - we have the greatest number of PhD search researchers and search engineers (400 +) on the planet.
- This means we can bring to you the competitive advantage of always having the most cutting edge technology.

Rule 2: Add a monetary value to differentiators.
It is true that from we are more expensive than our competitors. That is, in the short term, looking simply at price tags.
But when you start apply sterling figures to our value-add differentiators you see that we are in fact the cheaper alternative.
- Forefront of innovation - competitive advantage
- Self governance - Minimal services costs
- SBC - maximizing search usage
- Linguistic capabilities - shorter time to answers
- Scalability - Lower TCO

I guess the question you need to ask yourself is. Can you afford to make a short term saving for a long term loss? Fall for a false economy?

Rule 3: Empathize and get empathy

I fully understand that you need to economize in today's climate. And, let's face it we can almost always get something cheaper.
I’ve found that when smart people invest their money they look for 3 things:

- The best quality.
- The best service.
- The lowest price.

Unfortunately they are mutually exclusive.
Which two of the three is most important to you in the long term?


How do I Close Without Discounting?

In negotiations, Never give the customer a take it or leave it ultimatum.

Give them a menu of three options with different permutations of each of the variables.

The question moves from - Will I take it or not. To. Which will I take.