How do you overcome price resistance and value objections using reframing and repositioning?

Curiosity helps with the reframe process. I always treat it like a shared problem we have to solve, rather than a buyer vs seller. So a question like - “I understand price is paramount, help me understand the variables you and the team are working through in making a decision?” This will bring us round to the real matter at hand.

Reframing and repositioning are two effective methods for altering how your prospects perceive your offer, solution, or the problem they face. Reframing involves presenting your offer in a new light that emphasizes its benefits, value, or distinctiveness. This shift in perspective can help prospects better appreciate what you bring to the table.

In general people sell what they would buy. So, instead of understanding the problem to be solved and customize a value proposition it is usual to focus on price. Usually, when the salesperson also buys value instead of price they use these strategies more frequently. The big issue is when the salesperson is not a direct consumer of the value that his product/service delivers. In these cases building simple process would help a lot and here there are many good tips. The challenge is how to garantee the process is done by each one.

When a prospect objects to our pricing, I don't lower the price. Instead, I reframe the conversation around the value we provide - like how we can increase their qualified leads 30% month-over-month. Once they see that value proposition, the discussion shifts from price to ROI. For value objections, I compare us favorably against inferior tools that lack key capabilities, and share real examples of customers doubling their growth rates after signing up. Reframing objections this way flips the script. Now prospects see how we align with their goals versus haggling over discounts. The conversation becomes about long-term value, not short-term price tags.

I think reframing the value of the products by talking more about topnotch people/companies who have used it and how it has not failed in solving problems get reconsideration where the price is high. Most people/companies are interested in that aspect.

I was on a take-over listing last fall. The seller's were quite discouraged over not having gotten their home sold the first time. While giving my listing presentation, I showed them a photo of an unattractive house I was able to get under contract quickly because of some strategic marketing strategies I'd learned. I believe I showed my value early-on and this took the commission objection off the table. I believe that if we can show our value early on, with real-life examples, commission objections can often be avoided.

I think than Artificial Intelligence, or AI, is like the secret weapon in the arsenal of modern sales teams. It's not just about automating tasks; it's about unleashing the power of data-driven decision-making. Imagine having a virtual sales assistant that never sleeps, never forgets a lead, and always knows the best time to follow up. That's AI for you. AI-powered chatbots can engage with customers 24/7, answering queries and guiding them through the sales process. They don't get tired or impatient, ensuring a seamless customer experience. Plus, AI can analyze vast amounts of customer data to predict trends and preferences, allowing businesses to tailor their products and marketing strategies.That's O.k 🚀💼 #AIforSales #FutureOfBusiness

I find that accentuating the value of your product or service in a way that isn’t necessarily obvious is a powerful tool to help reframe for a potential customer. Often times, people only look at the face value of a service and don’t take into account the other benefits that come with that- in the repair industry, you aren’t just buying someone else’s labor. You’re paying for their experience and extensive knowledge of their field, alongside assurances and guarantees that the work will be done correctly and with efficiency. This also often includes warranties against any work done, to assure customer retention and keeping your value relevant well past the initial expenditure.

Reframing involves changing how customers perceive your product or service to emphasize its value. Here's how: Unique Benefits: Highlight distinct advantages that competitors lack, addressing specific pain points. ROI and Savings: Show how your offering yields cost savings and strong ROI with examples. Long-Term Value: Stress lasting quality and benefits for long-term perspective. Social Proof: Share testimonials and success stories for credibility.

This Skill is very crucial choosing word and phrases may alter the final result in any negotiations Your prospect will get the sense of professionalism

To be frank we shouldn’t be getting to a price conversation without having articulated value, or at least understood how value will be attributed to this purchasing decision. If this is case it’s probably best to politely explain that together we need to uncover the value drivers (primary and secondary) of the proposal. If the customer refuses to do it’s likely they ain’t really bought into the process and it’s a good time to qualify them further.

I would say if you have to reframe around pricing you are already to late. One must discover the Economic Impact of your prospect's current situation. Specifically, we need to ask questions related to all the numbers and dollars associated with whey they are talking to us in the first place. We need to ask, how many people are affected, how much does that cost you, how much are you missing quota, how much time is it taking. Then we ask, what happens when this problem is solved? How does that help your business grow in $? Would the new way save you time? How much time? If we save you time, what would the team be able to do faster with the additional time? And what would that speed do to increase grow $, reduce cost? #EconomicImpact

Price is part of the proposition just like availability and addressing pain points. I suggest asking a prospect where they see themselves in the space between price and quality. Often the answer will be somewhere in the middle. I recommend using that ‘middle’ statement when positioning the pricing. That shows you listened to the customer and prevents the objection even occur. In sales objections prevention is better than cure.

Recently I was on a sales call where the prospect thought our $10k fee was too high. Rather than discount, I reframed the value - our platform could increase their conversion rate by 34%, representing over $1.2M in potential revenue. I referenced an industry report backing those numbers. I also shared a case study showing 265% ROI in year one with a similar customer. Suddenly $10k seemed negligible compared to the earnings boost we could provide. By spotlighting concrete value data, I shifted the discussion from haggling over fees. The prospect got excited about the revenue impact outweighing the cost. Reframing around potential ROI makes price hang-ups evaporate. The key is positioning around earnings lift, not just expenses.

I think One should try hitting the customer's pain point and how your product helps overcome it with the quality of your product vis-a-vis competition, Then the customer will surely think of your product quality more than the price of your products

Highlight the value and benefits your product or service offers. Explain how it tackles pain points, solves issues, or enhances customers' lives or businesses. Make it evident that the price is a valuable investment in these advantages. Demonstrate ROI (Return on Investment): Present data and examples showcasing the ROI your product/service delivers. Illustrate how it saves money, enhances efficiency, or generates long-term revenue for customers.

Buyer mentality is always about the price while seller mentality are always about competing on price. Seller should change the mentality to value, talk value before price. Teach the salesperson to express value before the price. A pen can worth RM1, a pen can also worth RM1000. Than why people will appreciate the RM1000 more than the RM1?

Price resistance arises when your prospects perceive your offer as too costly, lacking in value, or financially out of reach. To effectively address this resistance, it's crucial to shift their focus away from the price itself and toward the inherent value your offer provides. What you can do: Value Statements: Craft succinct statements that underscore the positive outcomes, results, or transformative impact that your offer can deliver. These statements emphasize the tangible benefits, thus highlighting the value proposition.

Value objections emerge when your prospects perceive your offer as lacking relevance, distinctiveness, or necessity. To effectively address these objections, it's crucial to demonstrate how your offer aligns with their specific needs, preferences, or objectives. what you can do: Empathy Statements: Use expressions that convey your understanding, agreement, or appreciation, fostering rapport and trust with your prospects. These statements demonstrate your sensitivity to their concerns and build a stronger connection. Probing Questions: Employ targeted questions designed to uncover your prospects' pain points, motivations, or desires. This allows you to gain deeper insights into their specific needs and challenges.

You need to spend time marinating in objections. So I like the concept of reframing even though I hate that buzzword Almost all initial objections are smoke screens for real objections. The key to objections is making sure you did a good job in discovery where you already pre-handled them, and then here you can remind them of what was said. Some standards I coach to: Competitor - Thanks for sharing, would you be open to hearing what our most successful customers have told us why they chose us over them? Pricing - I am confused when we discussed things earlier you said the Economic Impact was $$$. Can you help me understand "too expensive"? Pricing - I appreciate your request, our pricing model is based on what the market dictates.

If you have not done a good job driving to Economic Impact in discovery, it will be hard to do it later as suggested here. Instead of contrasting to different options, I would contrast to the information already provided. Their information around costs, savings, and revenue growth. It's hard for someone to argue against the numbers they gave you. After all they were either lying then or lying now. I do agree, discussing negative consequences is a strong way to remind them of the value they are giving up on.

When a Customer presents Value Objections, I would advise to respond in the following order: Educate, Agitate, and Elevate. It is very important to focus on Educate first, by presenting data that clearly explains how the customer will obtain positive results that align with their goals. This can be complemented with Agitate, which will position the problems and challenges the prospect is facing under the spotlight. At the same time, as something that your solution will definitely deal with. Finally, Elevate will inspire and empower your prospects, and give them the final push they need to make their decision with ease and confidence.

One way is to price condition early in the selling process and anchor around your chosen figure. Cost of Inaction is a good technique too, but if your buyer is showing some doubt, address the doubt, quiesce the buyer's CHIMP rather than poke it.

I feel like these AI-generated articles are pulling from old-school sales tactics. If you gather the right value in discovery and the customer understands then there won't be a price objection. If there is, you need to help them discover more value.

@dave elsner. You are 100% right. Essentially, they are basic 101, old school stuff. On the flip-side, it makes us look like geniuses. :)

First of all story telling... Make sure you fit in the product/ service you are selling into that story... The story should be part of the customers / consumers day to day life ( which will pin point his pain point, the search cost)... Always use the sentence "imagine" or "visualise" and most importantly never ever bad mouth your competitors offering