today we're going to talk about what do you ask first if a prospect says it's just too expensive so you know what they actually mean all right there's no point in proceeding to help them overcome their objection if you don't completely understand what their objection even means like what's behind that objection you see most salespeople think that because they've heard it's too expensive so many times from so many other prospects that they just assume that they know what that means and then they deliver a can rebuttal but the question has to be asked do you
really know what that specific objection means in that prospect's mind what is the too expensive objection really mean to them what's behind it does it mean it's too expensive to pay right now and they need a few days to get the funds together does it mean it's too expensive compared to a competitor does it mean it's too expensive to pay up front they need a payment plan or help getting the funding doesn't mean they don't have the budget for it all it's too expensive in relation to what when you don't know exactly what your prospect's
talking about your assumptions will end up costing you a lot of sales so always be sure to fully understand what the objection means what's behind it we do this by asking what's called any pq clarifying questions let me give an example of this i'll just role play with myself prospect says ah this is just too expensive for our company you say how do you mean by it's too expensive prospect says well another company i'm looking at is almost 12 cheaper for the same service do you see how that works the sales person now knows what
the prospect means when they say it's too expensive now in other situations it could mean something completely different it could mean we just don't have the budget for this right now or your quote would be too high for us once we add in repairs and maintenance costs or we have to hire additional people to implement your software and we don't have the budget for that see it could mean different things can you see how each of those answers reveal a different reason for the objection of this is too expensive now you also have to make
sure that you uncover the reason it's actually behind that concern not just the meaning of the concern you need to find out why they have the concern in the first place what's caused them to have the concern if you understand their objections you are far better prepared to ask the right question to help them overcome their own concern so let me give you another example i'll role play with myself again prospect says this proposal is just too expensive for the company you say how do you mean exactly they say well the most we could pay
for this service is about 8 000 a month like max and you're quoting me almost 12. can i ask you how you arrived at that monthly figure of 8 000 a month clarifying question prospect says well it's what our ceo allocated us to be able to spend on this type of service because we've had a recent merger and we've had a lot of cutbacks now the salesperson can see the picture a lot more clearly than before the meaning of it's too expensive is that the ceo only gave them 8k a month due to cutbacks because
the company had just gone through a merger this extra knowledge the salesperson may be able to negotiate a different agreement on the price perhaps changing the service options from the original offer giving them a different type of service that matches the lower budget now even better than that once you learn the right skills you'll be able to help the prospects see how bad their problems really are or the consequences of not solving these problems and help him or her go and find the extra budget or funding from another department to put into your solution to
actually solve the problem so asking skilled questions about their concern helps you get better information that clarifies their concern and aid you in finding a solution you're also helping the prospect think and overcome their own concerns as well so i'm going to give you a few clarifying questions you can ask your prospects to better understand exactly what their concerns mean write these down how did you arrive at that or can you tell me more about that or how do you mean by that or what do you mean by that or when you say can you
tell me what that means or when you say repeat whatever they said what did you mean by that see how that works okay we just went over what to do if a prospect says it's just too expensive so you know what they mean and that is your tip [Applause] you
