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Defend your price
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By agreeing with the objections. "It's too expensive." It is. "The price is ridiculous." It might be. "Why so expensive?" That's the price. "But it's SO simple." You're right. It's not your job to convince anyone —or to talk anyone into buying. Your job is to qualify early and bring those objections yourself at the beginning. The best way to defend your price is by making peace with your price. If you think it's too expensive, they will too. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
Business = Design How a business operates, how it chooses, how it makes money, who it serves. How the business sees the world. Intentionally or not, it follows a design. If it's unbalanced, it'll flop.Overpromising and underdelivering. If it's got no contrast, it'll blend."We bring solutions." If it lacks space, it'll get lost.Always chasing. If it lacks taste, it'll die.Following how the rest run their businesses. It's not about the logo. Or the branding. Or the marketing. Design is about...
The best way to demonstrate your expertise is not always by answers. What separates experts from newbies is making questions. The right kind of questions. Questions where you guide your prospect to dive deeper into what's their situation. Questions where you listen to understand, before coming with a solution. Questions where you show that you've done your thing before. Questions that make it a conversation.
That's the stench of desperation. When sellers try to demonstrate by saying they're the best option to their customers situations. With the eagerness. The anxiety. The overexcitement. Because they bring solutions (all their competitors claim they bring problems, right?) The more you chase them, the more they'll retreat. Learn to retreat, and they'll follow.