Home > Blog > Sales > Who Else Wants to Overcome the Price Objection?

Who Else Wants to Overcome the Price Objection?


When a potential client tells you they can’t afford your product/service, have you ever considered how many times that really is the case? People will buy from you as long as the value of your offer exceeds the price. Let’s call it the Value vs. Price ratio.

Looking at the scale image on the right, value must always exceed the price in order for your client to exchange their hard earned cash with you. This principal applies with each and every purchase. When you follow the 7-steps of The Consultative Sales System, you are naturally creating that value and it is personalized to each client. You see, this entire system is designed to determine which specific factors are important to each client and solve their problem.

Price is the last thing you want to discuss. As long as you follow the 7-step system (or one similar that emphasizes clients’ needs, rather than spewing a long list of your product’s features and benefits), your clients will practically be falling over to buy from you and, you will rarely face the price objection.

Have you ever bought something that cost more than you were planning to spend because it exceeded your expectations of what it could do for you, thereby increasing its value? If so, what was it?

“Like” our Facebook Page
Find us on Twitter: @CathyAron

Tags: ,

8 Responses to “Who Else Wants to Overcome the Price Objection?”

  1. Cathy, It is so true, understand your customers’ needs and providing a solution that add huge value to them and helps them address their needs is key. I think Apple ads do a great job at this. They rarely talk about their products but instead use visuals to show you how their products add value to people’s lives.

  2. Joyce says:

    This process does make it a lot easier to talk about price, while making the whole conversation…well…more of a conversation.

    And actually, you really need to know your client’s needs and desires even when you give them a free offer for an opt-in too. Otherwise you may not have the right offer, talking points, or even potential client.

  3. Eveliina says:

    “Have you ever bought something that cost more than you were planning to spend because it exceeded your expectations of what it could do for you, thereby increasing its value? If so, what was it?”

    I’ve joined a 12 month program. Haven’t actually gotten the value out of it yet, partly because I haven’t been able to “do my share”. But there’s time…

  4. Michelle says:

    I just made a big investment on myself and my business – working with a business coach. I already feel more confident and I have been using her tools that have increased my revenue!

  5. Cathy says:

    Heather, I haven’t paid much attention to Apple ads, I’m going to have my radar out to tune-into one soon.

  6. Cathy says:

    Joyce, that’s music to my ears! It’s always about the client, the client, the client!

  7. Cathy says:

    Eve, I’m guessing when you reached out to purchase the 12-month program, your perceived value exceeded the price. Just a matter of time before you have much more from it than you expected!

  8. Cathy says:

    Nice, Michelle! Good for you for stepping out and taking charge of how things happen rather than waiting for things to happen!

Leave a Reply

Subscribe to our Newsletter!

* = required field