The Sales Accelerator is the new weekly sales by Sales Growth Advisors. We are a mid-market sales growth consulting firm that works to grow your business, scale your company, and boost your margin. Our blog is designed to give you brief tips about sales, to educate, to get you thinking about growth, and to get your sales line moving up and to the right! But don’t just take our word for it – contact us and put our services to work for you!
When a customer is focused only on price, the key is to shift the conversation from cost to value. Start by understanding their true needs—what problems are they trying to solve? Once you identify their pain points, you can position your product or service as the best solution, not just the cheapest option.
Highlight the long-term benefits: reliability, support, time savings, or superior results. Use case studies or testimonials to show how others have achieved success with your offering. This builds credibility and helps justify the investment.
Another effective tactic is to break down the cost. Show the return on investment (ROI) or total cost of ownership over time. A higher upfront price may actually save money in the long run.
For example, a salesperson might say to a price-focused customer, “I understand price is important to you – may I show you what makes my approach a smart total investment and improves your long-term ROI?”
Also, offer options. Tiered pricing or bundled services can give customers flexibility while still keeping them within your ecosystem.
Finally, stay confident. If you’ve demonstrated value and the customer still insists on a lower price, it may be a sign they’re not the right fit—or that you need to revisit how you’re communicating your value. For effective strategies to overcome price objections, contact Sales Growth Advisors.
Let’s Get Your Sales Line Growing Again! Contact Sales Growth Advisors