Client says, "That's more than I expected to pay!" You say, "...
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- Опубліковано 20 жов 2016
- #salesobjection #morethanIexpectedtopay #salesinfluence One of the most common objections you get from a client is, "That's more than I expected to pay." Using this one simple, yet effective strategy, you can a) block that objection b) increase your average order size and c) do so without lowering our price.
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After being a part of your channel I have increased my sales 2 fold. Thank you Victor.
Boom! Congratulations! VA
Victor, I've tried this to one of my client who have financial challenges and talk to them last month(jan.2020) and it works! Thank you, i'm a long time subscriber of yours. You're my virtual mentor.
"..mentally my fries..." - such helpful and relatable examples. I could listen to Victor read the yellow pages
I like that strategy of letting them take away the extras .I would probably end up keeping most of the extras because I would see the value in the options if this was presented to me
Questions by Bruno Nudelman:
Hi Victor,
The format, content, examples and situations you give us are excellent! Very easy to understand and implement your techniques on the field. I have one question. Situation: I want to rent a car online or in store for my trip. Their price start from $x and then we need to add GPS, insurance and etc so the price goes up ($2x) which leads me to research for a better choice.
if I'm not mistaken, all the car rent companies have the same approach. My question is, can they implement what you said on their sales approach?
Answer: I never thought about that example, but...yes! But, I would "frame it first" as follows: "Bruno, I added a GPS because a majority of 1st visitors get lost easily and also, using a cellphone for navigation is a 'ticket-able' offense in this state. Also, here's our insurance which ONLY costs $X...blah, blah, (insert the fear script they usually give you)." You get the idea. If you DON'T frame the need, the client experiences NO pain in removing the item. Hope that helps; GREAT QUESTION! VA p.s., In an online scenario, I would have a "ARE YOU SURE" pop-up for each item explaining why they should keep it.
Victor Antonio Great !! Let's insert the fear and frame the need !! haha thank you!
Victor I used endowment effect and it works like a champ thank you for all your support
Great, liked the every word you said. Simple and easy to understand as the examples were connected with daily scenarios that we come across....
Thanks Marsh! VA
Victor! I always like the way you explain everything! Simple and Easy to applied to our daily sales activity!
That's what I like to hear...thank you! VA
Great technique thanks Victor
Thank you Victor...great tip...
Just recently stumbled upon you. You are my find of this century! Thanks for your job and amazing and practical advices
Thank you and glad you found me ;-) VA
You rock Victor... I´m starting to work on the sales field, I´m a Mechanical Engineer and my contractor called me cause of my technical knowledge and background on the oil industry... as you may know, the oil business is going very bad in here on the south, so I think it is an opportunity, this is my new project, my new dare, and I really appreciate this kind of information in the way you put it
Best of luck Jose!!! VA
I love your podcasts! Such valuable information..
Thank you Jonalyn :-) VA
yes victor...your content is always up to the point...i love this thing....you are my favorite
As always, I really like this approach. Most times I have to adapt your stuff to the German market. This time I think I can use it just as it is. Nice! Keep it coming.
33, thank you for the feedback! When you do adapt something, share it on UA-cam comments so that we (and I) can learn from you :-) VA
Love you Victor...👍
Sir, Thank you for your precious guidance .. Respect !
Thank you Karan! VA
Thanks for everything..👏
Thanks for this video training, I always learn a lot from you.
Thank you Reinaldo! VA
Great One....One of my best mentor... Inspiration...
Great content, subbed. I'd like to learn more regarding selling luxury watches.
Brilliant!!! I like the pen idea.
many thanks Victor great advice!
Thanks Mike! VA
Your a beast. confidence and humility are a killer combo. Mt. nut.
Thanks a ton for making the video
So helpful.Thanks
Thanks victor
Daily I’m watching your videos. Super cool. Im increasing my average sales and revenue , because of your advises ,Your examples are really practical and heart touching . Love to listen to you alive . but there is a big distance . Thank you very much .keep posting,Good job . ..You are a great human.
Thanks
Lakshitha - from Sri lanka
Victor,
This was a very enlightening video!
I was wondering how you might apply this more effectively in my sales scenario. I sell HVAC systems. Typically we draw up three options (different efficiencies, staging of heating and cooling,etc...) and offer three at once while explaining that all the concerns we discussed in the beginning are completely covered by Option 1, and then quickly going through options 2 and 3. I am in the process of switching to a software that will let me price while at the kitchen table in 10 minutes or less rather than going outside to price it and print it in the truck.
The question is, since we present Good, Better, Best, what is the most effective way to utilize the Endowment Effect?
Great advice! My bag of chocolate used to be chickenwings. Always hated when the grocerystore-person took out chickenwings to get the exact weight that I ordered - even though I always ordered a ball park figure😅
I love the way u teach
Great ways to handle objection always.
Hi Victor,
the format, content, examples and situations you give us are excellent! Very easy to understand and implement your techniques on the field.
I have one question. Situation:
I want to rent a car online or in store for my trip. Their price start from $x and then we need to add GPS, insurance and etc so the price goes up ($2x) which leads me to research for a better choice.
if I'm not mistaken, all the car rent companies have the same approach.
My question is, can they implement what you said on their sales approach?
You are Great
Wow, that's a great strategy. I will implement it tomorrow.
Let me know how it works for you Zoraida! VA
Great, thank you Sir. I will try to do it.
Go for it Said :-) VA
Great! I used to do the opposite. I'll try this next time. Thanks
Cool..let me know how it works. VA
This guy is the real deal.....Period !!!!!!!!
Wow! Thank you!
Thanks for listening Heather! VA
Thankyou sir
You are great
Thank you! VA
You are genious
Brilliant
Great video. Love the content
Thank you! VA
Gracias you the best.
De nada hermano! VA
Youre the man!
Love the advice. I sell newspaper subscriptions, and I commission every week. Ran into some stale numbers on Friday and had to break a sweat for my sales. What advice would you give me to turning a very angry no into a happy yes?
John F. Naylor III u probably cant not everyone will be your customer. Dont waste your time and find other potential customers.
genius
Hey victor can you tell me what do I need to say when customer says I have a partner
love it.
Thank you Shashish! VA
How can it be applied to real estate?
Plz advise
excellent for multiple line items. I love it. but what about a software with yearly payments in a sas model. there is only 1 item. simple payment model.
Think of something(s) you can add to that. For example, annual upgrades? Annual or lifetime upgrades? Get creative :-) VA
Víctor me encantan tus vídeos y quiero decirte que me están cambiando la vida.
Lo que me gustaría saber es si tienes algún canal en español.
Soy Mexicana y me gustaría mucho escucharlos en español
Hermano, gracias por el feedback. Con respecto al canal en español, por ahora no,...pero espero que en el futuro cercano lo tendre. Saludos.
What if the customer says "I know this is the right product mix but it's more than I expected to pay". Then how we are handling it? Thank you so much Victor and greetings from Greece 🇬🇷
Pure gold
Thank you for watching! VA
What's the name of this effect again?
Sales Genius!
Thanks for listening/watching D! VA
Victor Antonio Hi.. I do work in Internet service provider company and ICT/ELV systems, I want to ask you about when the customer says after 2nd meeting when I bring the proposal for his requirements he says (IT admin) "I will let you know as we need to receive 3 proposals at least and send it to the management to decide" and my VALUE and service is exactly the same with other ISPs what will be different between us is the PRICE.
So how to win the deal here ??
You always talk about the client when he says I want to think about it as he dont have other options in the market, But I'm one of 4 companies we all offer same service! I dont even have used routers.. other ISPs use used router and give it for free.
hi Victor thank you for all your videos im verry bad with being creative . Before i go to work im watching your videos and they help me alot so keep it up. Im in telecomunication market for business companies now and is very hard to get people to listen they are always busy .Do you have any magic frase that can help me start a conversation. Got New job New sale market and i feel like a newbie tho i worked in sales 20 years .Please help
Whow this is good stuff
Thank you! VA
Bro you're you ,🤗✌️✌️
Oh my god ! That stuff is too good, i gonna become the seller in the world !!
Do it...just do it!!! :-) VA
This would be really useful if it's for a multiple line of products
What if it is a single product with not more than 3 options in it?
Good question. With a single product with 3 options, (i.e., assuming Good, Better, Best option) present the client with the Best option and if they say they can't afford it, move down to the Better option. VA
Hi Victor, i am working in sales and since i am watching your video i am doing better day by day, thank you for sharing us your knowledge. I would to request if you can ad slides in your Podcast regarding your topic and key point that you discuss will give us more clear picture of your lectures. Thank you
Awesome
Thank you! VA
hey victor your a massive inspiration to me, I'm 19 and I have just started selling Mobiles, tablet contracts. could I possibly apply this to what I do?
I.E, allowing the customer to lower their minutes, texts and data or even the memory size of their device?
Yes.
Brilliant idea...that's exactly how to use it! Great example!! VA
hi, its Great video from you.
but my question, '' let client reduce the things they dont want.''
isnt it we salesperson should know which and what product is within customer budget before we send them a quotation?
and what if customer hasnt have anything to reduce, and yet dont buy my proposal. what next step should i do?
Great questions. 1) I never said "send them a quotation". My example assumes you've talked to your client, you have an idea of what they can afford and then PRESENT (not send) them with the price in-person. Any good salesperson can get a "sense" of what is in the client's range of affordability. 2) Regarding what if the customer doesn't have anything to reduce,...wait for my next podcast for the answer :-) I'll show you 7 things you can do Shermaine...fair enough? Thanks again for the great questions. VA
hi Victor. thanks for your reply. always awaiting for your next podcast .
cheers.
Thank you for listening :-) VA
Does this work for when you present three price options?
This example was for those people who like to use 1 proposal price. With three options the goal is to have the middle one fall in and around the client's budget. VA
@@VictorAntonioLive ok got it my man. Much appreciated on the feedback. Loving your videos BTW 👌😉
@@VictorAntonioLive I forgot to mention. How do you get the budget of a client? Is there a video youve got for this?
Hi Victor, thank you very much for sharing this golden knowledge.
I have a question...:
What if at that point, the client makes the decision to go check the competition, so he can get that same service for a lower price ??????
Great question...which actually deserves its own video...so thanks for the idea. I'll post it soon. VA
Victor Antonio have you made one?
aqib - I believe he did..
In my opinion, you have to make them realize about the price vs. cost comparison. Yes lower price but not the same quality.
Mr Antonio I love you
Right back at you Hamza! :-) VA
Mr. Antonio, what if I am selling a product that doesn't have features that the customer can take out/cross out.
Can you wrap a service around it? A warranty? Free Training?
The product that i have in mind cannot be provided with a warranty, unless, just to close the deal can I fake the warranty by 6 months just to please the customer even though the company has no intentions to provide it (assuming that the customer I have won't require it and the product will guaranteed last till 6 months)
In rare cases I will get a mechanic myself to fix the product, but this ensures that i will close more deals
Is this the right approach?
I think it's time to find a new product to sell when you start to consider a "fake warranty". And, if you have to pay for the repairs that isn't good. Conclusion? You don't have a sales problem; you have a product problem. Sorry,..can't help you with that SB. VA
Was just curious Mr. Antonio. Thanks for the insight though sir
Victor Antonio - so true @ fake warranty..!
Was the intro song reversed?? My ears playing games or am I right?
You are impressive. Why don't you write a book?
My name is abhilash from Kerala India I will doing network marketing business online and Facebook page because of my company office not in India, I don't get any sign in last 8 months what will I do can you please give me some useful tips
Hard question to answer; too many reasons to consider....sorry. VA
many salespeople tried this on me. Didnt work and proceeded to remove things i really didnt need. I'm just hoping the rest of the humans on earth are naive enough to fall for this.
SOHK, it's good to remember that just because it didn't work on you, doesn't mean it doesn't work. It simply means, it didn't work on you :-) . I have countless examples of it working on 'not so naive' people. Try it before you discard it :-)
@@VictorAntonioLive not gonna discard it. I'm definitely gonna try first because the general population are usually sheep
what If your product doesn't come with any add ons?
Create a service add-on: warranty, training, repair insurance,...etc. VA
Gr8 contenr
Brain pain!