Watch this video before you read the post.

When your price is just a little higher than your competition, you had better be able to justify it and sell the concept to your potential client.

There are reasons why the same product varies in price from store to store. For example, Wal-Mart might sell a product for less than their competitors. As a large chain, Wal-mart is able to buy their goods in bulk from the manufacturer. A small store or small chain stores cannot afford to cut their prices because it costs them more to purchase those same goods.

The science of this is easy to understand. The more you buy, the less you pay. The less you buy, the more you pay. Smaller stores have to make a profit if they are going to remain in business. However, the products they purchase will cost them more than their big competitors.

What do you do if your company cannot afford to reduce prices because you are not a franchise or chain store? If this is the case, then you have to justify your slight increase in prices. You have to sell your client on the concept that they are paying for quality, not just the product.

Knowing what to say and how to say it, is the difference between making a sale and almost making a sale. Let us go over a few objections and how to communicate with the right words to overcome those objections.

Scenario 1:

Suppose someone said, “Your product cost more.”

Your response should be, “It’s worth more because we don’t view our customers as strangers, but rather friends who deserve the best service along with the product you purchase.”

Another Response: Is it better to spend a little more now, instead of a lot more later? Quality is far better than quantity. Would you rather spend more money to replace your new item in a year, or does 10 to 15 years sound better.

Scenario 2:

Suppose someone said, “I didn’t expect to spend that much money.”

Your response should be, “If money is the problem, we can work with payments. However, how often do you get a chance to do things for you? Allow yourself a little self-indulgence. You will give yourself mental photographs that will last a lifetime.”

Business is a dog-eat-dog culture, and if you don’t know how to play the game of business and sales, your company will not survive. How do you bash your competition in a subtle way where your potential client does not notice it? Below are just a few responses you can use to knock your competition.

• Their company has been known to inflate their product to make you think you’re getting a excellent deal.
• We realize that our company’s products are often imitated. Nonetheless, we are pleased that our product incites a host of imitators.
• If you are not aware of the differences in these products, don’t be taken by their sales pitch. Compare and decide! Let me show you the difference.
• Our service agents are trained in customer service. However, (Blank company) have been known to be careless not only with their customers, but their merchandise as well.

Remember, in sales, you want to provide great service while building treasured relationships. When this process has been effectively secured, the relationship will be more valued than the product. PEOPLE BUY FROM PEOPLE THEY LIKE.

If You Enjoyed This, Read These:

• Creating Opportunities
• How To Keep Expenses Down And Push Sales Up
• Making Good Business Cents
• How To Sell Yourself Without Trying To Sell Yourself
• The Best Sales Concept