Dear ,
Zig ZIgler was a sales legend.
I've quoted him often.
So when I read his way of handling the It's too expensive objection, I wanted to share it with you.
Regarding the "it costs too much" comment, Zig's reply:
"The price is high. I don't think there's any question about the price being high, Mr. Prospect, but when you add the benefits of quality, subtract the disappointments of cheapness, multiply the pleasure of buying something good, and divide the cost over a period of time, the arithmetic comes out in your favor... If it costs you a hundred dollars but does you a thousand dollars worth of good, then by any yardstick you've bought a bargain, haven't
you?"
Hard to counter that logic.
The point is to deflect from the actual monetary price and emphasize the VALUE VALUE VALUE.
How much enjoyment (or peace of mind or memories, etc.) will the customer receive from what you offer?
What is the benefit of getting quality versus mediocrity?
What is the danger of settling?
Are there any "hidden" or unassuming benefits that you should emphasize?
And so on...
Having a strong, standard reply to the "price is too high" will pay off big time for you.
Until next time...
And, remember, K.I.C. (Keep It Coptic).
To read Nader Anise's bio on Wikipedia, go to:
Your friend,
Nader
Founder of the Coptic Chamber
ABOUT NADER ANISE
For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.
Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.
Nader has educated over 25,000 business owners from all around the world on sales and marketing.
To read Nader Anise's bio on Wikipedia, go to:
3 AMAZING FACTS ABOUT NADER ANISE, ESQ.
FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.
FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."
FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.
(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."
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