Opening Hours, Price and Opinions (2024)

FAQs

How do you answer the price question? ›

The best way to handle premature pricing questions is to point out that pricing depends on their unique needs. Explain that there are different price points and costs may be dependent on sales volume, functionality, level of customer support required, add-ons and other variables.

To respond to price objections, sales professionals should: Empathize with the customer's concerns. Redirect the focus from cost to the unique value and benefits of the product.

Examine why they want to negotiate and actively listen

Asking and listening also show a vested interest in your customer, letting them know you value their business, which can lead to a sale or even a full-price purchase.

Take the time to understand their concerns and validate their feelings. Show genuine understanding and apologize for any inconvenience caused. Promptness is key in customer complaint response. Respond to pricing complaints in a timely manner to demonstrate your commitment to resolving the issue.

Or, if you're looking to work with a specific contractor but their bid is too high, you can say something like, “We'd like to work with you on our project, but the price is higher than we expected. Can we discuss the aspects of this?”.

Recognize and validate the prospect's objection. This can be done with a statement that validates their concerns while subtly comparing the price of the offering with the cost of living with their problem. “I understand your concern, our [solution] means you'll never need to worry about [pain point] again.”

In a situation like this, you can try responding to a price question with something like “I can't give you a price until I have all of the details, but I can say that the service starts at $x” and then end with a low commitment question.

Rather than giving a price, sellers say something like, “There are many options, and I need to understand your needs before I can give you an accurate quote.” Fourth, you could offer a range based on average deal size or high and low price points. This response is meant to help the prospect without overpricing them.

Share the price early in the conversation and do so clearly, simply incorporating it as part of the conversation. Once you have given your price, don't go overboard on justifying it, or 'explaining' why the price is what it is. Of course, you need to demonstrate value, but leave it at that, rather than overselling.