How often have you tried to convince a price-objecting client that actually, the value of the product or solution is quite high? I don’t know about you, but in my experience, it has rarely worked.
Why price is like dating
Guys, remember asking out the prettiest girl in school for Friday night? If she said, “Oh, I’m sorry. I’m busy Friday night,” did you get the hint?
The truth was she didn’t feel like going out with you. And you probably got the hint. You knew if she wanted to go out with you, she’d have said, “I’d love to — I’ve got a previous commitment for Friday, but could we make it next Tuesday or Thursday?”
Price works the same way. If your client says, “Oh, I’d like to, but that’s really just too expensive for me,” they really mean they don’t feel like buying that insurance from you. If you try to argue value, it’s like trying to convince the “I’m busy Friday” girl to reconsider for Saturday — it’s just not going to happen.
Respond to emotional objections with emotion