Anticipate possible objections so that you seek ways of resolving them in your preparation time.
Paraphrase. If your client tells you, your product is too expensive, you can clarify by asking “You feel you will not be getting value for money?” The person may well respond yes, in which case you need to demonstrate the value to your client or he may well respond with “No I can see the value, but I do not have the budget right now. “So there the course of action is totally different focusing on helping the client find the budget, or the right time to spend.
Boomerang. Agree with the client and turn the objection into a benefit. “Yes it is expensive, that is why this product is bought by those who want a resilient product."
Justification. “Our product is expensive because it uses environmentally-friendly materials. So by selecting our product you are helping keep the environment clean"
Ask. “What sort of price range were you looking at”
Feel, felt, found. Show your client you understand him. “I understand how you feel. Other clients have felt that way too, however once they started using our product they found out how hard wearing it was.”
Acknowledge and reverse. “I understand what you are saying. However if you do not make this purchase, you will be missing out on a highly reliable product, and that in turn may affect your day to day operations."
