I can find similar products cheaper online

Underlying Concerns:

• The prospect may be focused on saving money and believes that online options offer the best deals.
• They might question whether your product provides enough extra value to justify a higher price.
• The prospect likely needs reassurance that your product offers better quality, reliability, or support that can’t always be guaranteed with online alternatives.
• They want to feel confident that spending a bit more will give them added security, better customer service, and long-term benefits.

How to Tackle the Objection:

1. Acknowledge their cost-saving perspective: Show empathy and recognize that finding a good price is important.
2. Emphasize quality and reliability: Reassure them that your product is built with superior quality standards, ensuring better durability and performance compared to cheaper online alternatives.
3. Highlight value-added benefits: Point out additional services, like warranties, customer support, and easy returns, that come with your product and enhance the overall value.
4. Offer to discuss specific needs and tailor a solution: Suggest customizing the purchase or adding value in other ways to make the offer more appealing, showing that you’re willing to work with them.

Sample Script (Detailed and Simple Language):

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."

Probing Questions to Engage the Prospect:

• "Are there specific features or benefits that are important to you when choosing this product? We can focus on how we meet those needs."
• "Have you had experiences with cheaper online purchases in the past? I’d be happy to explain how our product quality and support make a difference."
• "Would it help if we discussed any warranty or support options that come with our product? This way, you know you’re covered if any issues arise."

Call to Action:

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?"

Key Points to Emphasize:

1. 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.

2. 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.

3. 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.

4. Customer-Centric Approach: Show that you’re willing to tailor a solution that meets their specific needs, demonstrating flexibility and commitment to providing value.