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How to Handle Price Objections
Manage episode 358181528 series 3349747
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Have you ever heard that dreaded phrase:
“That’s too expensive!”
When clients say that to you, it makes you instantly want to start throwing discounts at them, desperately trying to keep their business.
Honestly, it’s embarrassing.
But you really don’t need to discount – EVER.
Here’s why ‘that’s too expensive’ is actually the best thing you could hear…
Most accountants and bookkeepers are undercharging for their services. If you have never had a price objection it means you are clearly one of them.
But your service is VALUABLE and DESERVES a high price.
When someone says your price is too expensive it most likely isn’t, you just need to communicate your value better.
When you under price and the client immediately says ‘yes’ you have left money on the table. But when you price too high, you know you are above your clients’ willingness to pay and you can work with them to bring the price down by altering the service.
In today’s episode you will learn:
✅ Why ‘that’s too expensive’ should be your favourite phrase
✅ 4 reasons that people object to your price
✅ How to identify the 4 different types of buyer
✅ A 6-step process for handling price objections
When you can change up your mindset and understand that price objections are actually an opportunity to deliver more value to your client, you will no longer be afraid of hearing that dreaded ‘it’s too expensive’ phrase’.
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