A prospect may be interested in your product but if he thinks your prices are too high this may destroy the desire he has for it. The best line of approach in this situation may be to reiterate the quality of your product; the excellent service that your company offers; and to remind the prospect of the benefits that will be derived from utilizing your product in his business.
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You may not always be able to drop your price or offer a major discount, but you can always highlight the …

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person.
The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer enough, giving them information about your products or services is no longer necessary. They can get them by themselves, without ever talking to you or your company, …

There are some things that you should try to emphasize when dealing with a pricing objection:

Stress the value of ownership versus the cost of purchasing.
Stress the value of the service versus the cost of the service.
Stress the value of long-term benefits versus the up-front costs.
Stress benefits rather than features.

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If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. Your customers are tired of salespeople who come in and are unable to address real business needs, but talk about their company and the hottest feature, or unique one that nobody else has. There are many dimensions that you are selling, and price is only one of them.

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Today I have a guest on my blog, his name is Marshall W. Northcott and he is a master in the field of sales training, coaching and consulting, with over 20 successful years of practical work experience and a solid track record in the sales industry. He partners with progressive, growth oriented organizations in challenging and rewarding roles that allow him to leverage his skills and assets in corporate sales, sales management and/or customer service. Here is his article:
The Sales Process

In the early years of my sales career, what …

“Times are too hard, I cannot afford to buy anything“- how often have you heard that in the last few months?
So what to do when customers complain about the price?
Why is compromising on price such a bad idea?
How to win the deal and not even touch the topic of discounting of your product or service?
Listen to my interview with Top Sales Experts Daily:

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Objections to price are the most frequent of all objections. The ability to meet these successfully is a valuable asset, and efficient selling is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price objections.
Price objections may be divided into three classes:

Those which are not meant by the customers from the point of view of value, but that the prices are higher than they can afford to pay. These customers …