How to Avoid the Price Objection From Existing Clients
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Good morning!
While listening to a podcast, Etsy executive Tim Holley said something that hit me like a bolt of lightning:
"We are constantly trying new features. Our failure rate is 80%."
I smiled. That number gave me comfort.
One of the hardest parts of my job is coming up with new sales training ideas for salespeople. Some work. Most don't.
- A new workshop? Fail.
- A paid webinar? Fail.
- A Slack group? Fail.
But then...
- A 90-day training course for new sales reps? Big success.
- A workshop for solo sellers? Big success.
- An AI Agent for time management? Big success…okay this one is coming soon, but…
The lesson?
The best way to avoid the price objection from current customers isn't lowering your price. It's continually bringing them fresh ideas…even if they fail.
Most will be met with crickets. That's okay. In fact, expect it. If Etsy can live with an 80% failure rate, so can you.
Every new idea tells your customer, "I'm thinking about your business." Every suggestion reminds them you're more than someone who takes orders and sends invoices.
When your customers see you as a source of ideas instead of just another salesperson, price becomes a much smaller part of the conversation.
Keep bringing value. Keep experimenting. Keep working for their business.
That's how you earn loyalty and kill the price objection.
Need sales? Join the Sales Vault and work with Bill Farquharson. Go to SalesVault.pro or call Bill at 781-934-7036.
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.
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- Business Management - Marketing/Sales
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
