You're faced with a client questioning your product pricing. How do you effectively handle their concerns?

To overcome product pricing from the customer, there are a few points to keep in mind. 1. Listen to your customer concerns first. 2. Explain to them the products' pros compared to the competitors' products. 3. Give them confidence by explaining product USPs in a way that knocks your competitors out of the park. 4. Offer custom transparent pricing. 5. Give them two choice options to select the correct product also explain to them the return on Investment of each product by its value.

In my opinion, listening is key when handling client concerns about pricing. For example, a client once questioned why our product was priced higher than a competitor's. Instead of immediately defending the price, I took time to listen carefully to their concerns. I learned that they were comparing features without fully understanding the value our product brought. After actively listening, I was able to explain how our product’s unique features and long-term ROI outweighed the initial cost. A useful hack is to always ask follow-up questions to dig deeper into the client's concerns, showing them you're genuinely interested in solving their problem, which builds trust and opens the door for clearer communication.

When a client questions your pricing, consider the type of customer you're attracting. If you're networking and advertising low prices, that's who you'll attract. It's not about avoiding savings, but asking key questions upfront: what’s working, what’s not, what’s missing, what’s the budget, and what price would be considered sticker shock? Over time, this reduces pricing concerns. If they still ask for a discount after your best offer, respond with: 'What would you like me to remove to meet the price you're aiming for?' This keeps the focus on value.

Acknowledge their concerns with empathy and understanding. Explain the value and unique features of your product. Highlight any additional benefits or support included. Offer to review their specific needs and how your product addresses them. Provide testimonials or case studies to reinforce your product’s worth.

1-Identifique as Necessidades do Cliente: Comece por entender as necessidades e desafios que o cliente enfrenta. 2-Destaque os Benefícios: Em vez de apenas listar características, foque nos benefícios que seu serviço oferece. 3- Use Exemplos Concretos: Compartilhe caso ou testemunhos de clientes satisfeitos. Isso pode ajudar a construir credibilidade e mostrar resultados tangíveis. 4-Demonstre o Retorno sobre o Investimento: Se possível, apresente dados que mostrem como seu serviço pode economizar tempo ou dinheiro, ou ainda aumentar a receita. 5-Compare com Alternativas: Explique como seu serviço se diferencia da concorrência. 6-Seja Claro e Transparente: Explique sua estrutura de preços de maneira clara.

When a client questions your product pricing, it's important to focus on the value your product brings and how it directly meets their specific needs. Start by actively listening to their concerns to fully understand what they are seeking, then highlight the key benefits and solutions your product provides that align with their goals. By emphasizing the long-term value and positive impact on their business or life, you can shift the conversation from cost to the return on investment. Once the client sees how your product addresses their needs, they are more likely to view the pricing as justified, recognizing it as a worthwhile investment.

Providing customers with personal experience, promo use and positive and negative feedback can get the prospective shopper over that sales line or help them determine the direction they want to go in.

In my experience, sharing testimonials has been a game-changer. I’ve eased client concerns by presenting real stories of success, showing them how others in similar situations benefited, which builds credibility and trust. This approach makes it easier for clients to see the true value, beyond just the price.

Utilizar depoimentos de outros clientes satisfeitos que viram valor no produto pode reforçar a confiança do cliente. Isso mostra que outros enfrentaram preocupações semelhantes e encontraram valor na compra.

Build credibility by sharing client testimonials about the product from reputable platforms. Example: " Qasr Al Sarab Desert Resort by Anantara has 6,465 reviews on Trip Advisor, with a score of 5/5. Here's the link. " Recommended Book to read: " Never Split the Difference: Negotiating As If Your Life Depended On It " - by Chris Voss

Flexible Pricing Options Explore alternatives: If feasible, offer alternative pricing structures. "We offer a variety of pricing options to fit different needs. Would you like to explore those?" Package deals: Consider bundling products or services to provide additional value and potentially justify a higher price. "We can offer a package that includes [additional product/service] at a discounted rate."

Firstly listen and understand the concerns Try adding value from the start Highlight the USP's. Competitors -ask the right questions If our price was the same as others, would you choose us? If so, we can adjust the price but may need to scale back on some features. Would you rather invest fully for complete quality, quantity and results, or risk compromising on certain aspects to save a bit. Offers - Help them benefit from your current exclusive offer and commit to a long term relationship.

Build credibility by providing comparisons or case studies that show how your product has delivered value to other clients, especially those in similar situations. Example: " Leading firms (in these industries) held their annual conferences with us. Cost was a concern in the beginning. However, they found that our attention to detail, combined with the seamless execution of the event, resulted in overwhelmingly positive feedback from their attendees. This translated into better engagement and strengthened relationships between their employees. " Recommended Book to read: " Never Split the Difference: Negotiating As If Your Life Depended On It " - by Chris Voss

Utilizing a comparative analysis can be a powerful method to support the pricing of your product. Provide comparisons with competitors' offerings, highlighting how your product offers superior value or features that validate any price disparity. Maintain a factual and respectful approach, refraining from making derogatory remarks about competitors. Instead, underscore the unique aspects of your product and how they cater to the client's needs. This approach will assist them in comprehending the pricing within the market environment.

Na venda é normal fazer comparações de oferta. Isso permite avaliar e dar uma boa solução adequada ao cliente. É na comparação que destacamos a vantagem do produto, sem discordar o da concorrência, mas levantar pontos que o cliente ao comparar irá notar diferença entre o que é nosso produto com o da concorrência. Temos de mostrar na prática as características do nosso produto. É muito fundamental.

In my experience, offering comparisons has helped clients see the bigger picture. I’ve highlighted specific features and benefits where our product excels, without bashing competitors. This approach clarifies the value and justifies the price, making it easier for clients to see why investing in our product is the smarter choice.

Esse é um ponto que em vendas é tão importante como a objeção do cliente. Aqui encontramos o verdadeiros vendedores. Discutindo a flexibilidade. Para mim discutir a flexibilidade quer dizer dar alternativa ao cliente. Isso é, fazer com o cliente se sinta a falta do produto e que você, vendedor, é a melhor solução para ele. Seja a curto ou a longo prazo.

In my experience, offering flexibility has turned tough negotiations into successful deals. I’ve provided tailored options like payment plans or bundled services, showing clients I’m committed to their needs while still protecting our pricing integrity. This approach builds strong, long-term relationships without compromising our value.

If price continues to be a concern, consider offering flexibility in terms or pricing structures. Explore options like payment plans, discounts for long-term commitments, or bundling with other products or services. This shows your willingness to collaborate on a solution that suits both parties. However, it’s essential to maintain the integrity of your pricing structure to avoid setting a precedent that could complicate future negotiations. Balancing flexibility with firmness ensures that both you and the client find value in the agreement.

Oferecer opções de pagamento parcelado para facilitar o investimento, ajuda o cliente a gerenciar o orçamento. Propor descontos para clientes para contratos anuais proporciona uma economia e garante a lealdade do cliente. Criar pacotes que combinem seu produto com outros serviços ou produtos complementares. Isso pode aumentar o valor percebido. Mostre disposição para personalizar a oferta de acordo com as necessidades específicas do cliente. Isso pode incluir ajustes no produto ou serviço para melhor atender suas expectativas. Seja transparente sobre como e por que você pode oferecer flexibilidade. Explique os limites e razões para manter certos preços, garantindo que o cliente entenda o valor completo da oferta.

Podemos gerar uma abordagem com programas de fidelidade, cashback, produtos com valores mais acessíveis, facilidade no pagamento, para conseguir fidelizar esse cliente

In my experience, tailoring solutions has been key to closing deals. I’ve customized packages and added relevant services to fit clients' needs and budgets, demonstrating my commitment to their success. This personalized approach not only meets their requirements but also shows that I genuinely value their business, leading to stronger, more trusting relationships.

If you’re able to tailor your product or services this should be an easy conversation. Something like this; “I completely understand your concern with pricing. My job is to get you the best deal possible and I do that by getting a good understanding of your needs. Then we can tailor our products/services and find you something that fits.” Insert good question. Acknowledge the pricing concern, offer solutions that may lower pricing, but stand your ground. It’s their job to get the best deal.

Se possível, criar uma solução personalizada que se alinha com as necessidades e expectativas do cliente pode ser uma maneira eficaz de contornar a objeção de preço. Isso demonstra flexibilidade e um compromisso em atender ao cliente de maneira individualizada.

"Tailor solution" signifies customizing an approach or resolution to fit specific needs, circumstances, or preferences effectively. It involves personalizing strategies or services to address individual requirements for optimal outcomes.