This Is Just To Expensive!

Question 1

This Is Just To Expensive!

Answer 1

Use Clarifying Question:
( w/ Curious Tone & Look )
Goal is to find the real concern/objection not to defend pricing.

How do you mean by its to expensive.
or
Why do say it’s to expensive
or
How do you mean .. (prospects name)

Question 2

Prospect:
Your Competitor is 10% cheaper, for the same product.

Answer 2

So help me understand, with cost being the most important thing to you, can I ask how that compares to your company… actually getting the desired results and solving that problem though?

Question 3

Well that is just higher then we had in the budget this year.

Answer 3

Clarify & Probe:
Could i ask how you arrived at a that budgetary amount?

Master Class Questions:
Now I don’t want to offend you but, Do you feel like to budget you’ve been given is sufficient to actually get you the results you said you wanted & solve this problem.

(Don’t use twice)
So help me understand, with cost being the most important thing to you, can I ask how that compares to your company… actually getting results and solving that problem though?