Tony Parinello: When VITO Objects to the Price

"Your price is too high."

Whenever you're calling on a Very Important Top Officer, you're bound to run into some first-call objections. Let's say you place a telephone call, and when the prospect picks up, you launch into your opening statement and you get interrupted with something that sounds like this:

"I've seen your solutions before. Your price is simply too high for our budgets."

Don't respond with: "We offer specials. This month, it's 10 percent of list," or "What would you consider a fair discount?" or "How much would we have to lower it to get your business?" or "I can talk to my manager and see if we can offer a lower price."

Instead, I want you to respond with: "Ms. Importanta, could you please define price?"

Don't be surprised if VITO responds with: "Price is what I pay. It's what's on the invoice!"

Be prepared to answer with all of the services you don't typically charge for and be prepared to put a price tag on all of them, including pre-sales studies, evaluations and other services that are valuable to the prospect and would be costly if they were to hire a consultant or industry expert to perform.

© 2007 Tony Parinello
http://www.CanDoGo.com

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