Your product/service is too expensive

We have all had prospects challenge us on price at one time or another. How do you handle it? Do you negotiate to find a number that is more acceptable? Do you pound the table and stand firm?

If you have read my articles in the past, you know I am a huge Chris Voss fan. Chris made his fame as an FBI hostage negotiator and has since received acclaim from his book "Never Split the Difference" and his masterminds program from the Black Swan Group. We have all heard the cliche "price is only an issue in the absence of value." However, when you incorporate some of the skills taught by Chris into this conversational pivot, the perceived value increases to the point that price isn't even discussed. Here is a short video showing how he would handle this challenge from a client. Chris Voss method

Controlling your emotions and focusing on the value provided will certainly lead to better outcomes than suggesting a lower price.

If you would like to have a conversation about how to address important challenges like this one in your place of work and how to flip the conversation to one that is profitable, please reach out to me for a one-on-one discussion.

Jeff Mount, President

Caddis LLC

#salesskills #selling #fractionalsalesmanagement