Prospect: "I can find similar products cheaper online."
You: "I completely understand, [Prospect’s Name]. Online options can sometimes look like a great deal, and it makes sense to want the best price."
"What sets our product apart is the quality and reliability we provide. While there may be cheaper alternatives, we focus on [mention any specific features like quality materials, advanced technology, or strict quality control] to ensure you’re getting a product that lasts. Many of our clients find that this saves them money in the long run because they don’t have to deal with frequent replacements or repairs."
"Additionally, we offer value-added services that come with every purchase. This includes [mention any relevant benefits like warranties, customer support, easy return policies, or on-site assistance], which you might not get with online purchases. We’re here to support you throughout the lifespan of the product, making sure you have a positive experience from start to finish."
"Would it help if we went over a few of these benefits in detail, or if I tailored a solution that meets your specific needs? I think you’ll see the added value we provide beyond just the price."
Offer to go over the unique benefits and added services that come with your product, or discuss specific features that justify the price difference, helping the prospect see the full value.
Example:
"Let’s go over the additional benefits our product provides, like warranties and dedicated support, so you can see the value beyond just the price. I think this will give you a better picture of the long-term benefits. Does that sound good?"
Quality and Durability: Emphasize that your product is made with high-quality materials and rigorous quality control, which can lead to a longer lifespan and fewer issues compared to cheaper alternatives.
Value-Added Services: Highlight any warranties, customer support, easy returns, or other services that come with your product, providing peace of mind and ongoing support.
Long-Term Cost Savings: Reassure them that while the initial price might be higher, the long-term savings from reliability and fewer replacements can make your product a more cost-effective choice.
Customer-Centric Approach: Show that you’re willing to tailor a solution that meets their specific needs, demonstrating flexibility and commitment to providing value.