“Price is a factor in every sale but it is seldom the primary reason behind someone’s final buying decision.”
I often open keynote presentations or sales training programs with this statement. Twenty years as a trainer and speaker, plus a lifetime as a consumer, has taught me that just because someone says you’re too expensive does not necessarily mean your price is too high.
Here are the top seven reasons people may tell you you’re too expensive:
1. They don’t see your value.
2. The cost exceeds their budget.
3. A competitor is cheaper.
4. They can’t afford it.
5. Their expectations are unrealistic.
6. It’s an excuse.