Great Product...But Can You Do Something About Your Price?

"The point to remember about selling things is that, as well as creating atmosphere and excitement around your products, you've got to know what you're selling." -Stuart Wilde

Do you remember when you lost a deal because of price?

Or how about handling the price objection by getting defensive?

“Dan, our product is top of the line …it’s the Rolls Royce of the industry, which is why we charge higher prices!” [Statement #1]

Statement #1 may have merit, but on its face, it does little to impress or persuade your prospect Dan.

What if you flipped the script and said this instead:

“Dan, you are absolutely right, we charge slightly more for our products because we realize that presenting you with a business solution that will increase your ROI and customer satisfaction long term, is an investment that will pay for itself many times over and give you the results you’re looking for.” [Statement #2]

When value is properly established…price suddenly becomes a non-issue—as Statement #2 demonstrates.

There is no reason why ‘price’ should stand in the way of your customer’s decision or your sale—when you lead with “value" and end on the same note!


If you would like assistance communicating product/service value or helping your team do so, contact me at: phyllis.sales.solutions@gmail.com