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“It Costs TOO Much,” is one of the most common objections in the book. As salespeople, we hear it all the time. The truth is… that it doesn’t. When you hear a prospect say, “it costs too much,” what they’re really saying is “what you’re offering isn’t worth what you’re charging.” The simple fact is that 9 times out of 10, they are only upset at the price because you failed to demonstrate the true value of the product. If you can talk to a prospect and say “this product costs X because we can produce 5X results and here’s a bunch of case studies when we did that,” the prospect won’t have any issue paying whatever you’re charging. Business is just about providing value. Nothing costs too much if you can prove ROI so make sure you do.
Thanks for tuning in to episode 8 of The Road Map: The premier outside sales video blog. In this episode, Merrick gets into the intricacies of the buyer jour…
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