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"How do I work with the Price objection?" Tip from Tammy Stanley

esavvymom

Legend Member
Staff member
Sep 8, 2008
7,895
146
Saw this tip on Tammy Stanley's website today:

How do I work with the price objection?

I suggest that you find a way to remove the price objection.

As an example, I used to sell a line of clothing, and I always would hear that our prices were high.

Finally I learned to begin my presentation by saying, "Ladies, it's not the price of anything that makes it expensive; it's how many times you wear it." Then I would give examples of how true that was, and no one ever objected to our price point again because it was no longer an issue.

Find a way to make your price point a non-issue.

I've always been able to justify our high food bill because our family never ever has to go to the doctor. What we have saved on doctor bills over the years, I believe, far exceeds my monthly food bill.

So, if I were selling a food supplement that makes a significant difference in one's health, I could say, "What you save from eliminating monthly doctor bills far exceeds what you invest to stay healthy and feel great."


So for OUR shows, we could say "Ladies, it's not the price of anything that makes it expensive; it's how many times you use it."
 

DebPC

Legacy Member
Staff member
Apr 14, 2004
3,006
399
Thanks for sharing! Good analogy!
 

ejleinenbach

Member
Gold Member
Apr 20, 2009
92
1
Very good point! Have a good way to respond to objections about the $5.25 s/h? I understand why guests want to combine orders but I I don't like doing it. Will make future return or warranty issues a pain. But, so many guests are really bothered by our S/H costs. Anyone have a good response that works?
 

JanisF

Member
Gold Member
Feb 10, 2013
76
1
What about the analogy that if they went to "Walmart" (or whatever store you would like to use) and they were sold out of the item, then they would have to drive at least twice to the store (or to a different location), wasting gas. Also, the S/H can also be thought of as the "entry fee" for seeing the demo and having access to a personal consultant who is willing to help them find their kitchen needs. Cheaper than going to a movie, and more fun too :)
 
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