How to Avoid the Price Objection with Clients
My daughter turned me on to Lenny’s Podcast. Lenny Rachitsky has the #1 business newsletter on Substack and is a quiet, unassuming model of what a podcast host should be. He interviews “world-class product leaders and growth experts,” blah, blah, blah.
Anywho…
One podcast featured an Etsy exec name Tim Holley. Listening while mowing the lawn, I heard Tim say, “We are constantly trying new features. Our failure rate is 80%.”
I smiled.
That number gave me great comfort.
The hardest part about being a sales trainer is coming up with ideas people like. Common business sense dictates that you find out what will work ahead of time simply by asking, but each time I do I hear a version of, “Well, Bill, I don’t know what it looks like but I’ll know it when I see it.”
Great.
So, I am constantly thinking about new ideas for The Sales Vault and, up until hearing Mr. Holley’s statement, get frustrated when they fail.
A new workshop idea. FAIL.
A paid webinar idea. FAIL.
A Slack group. FAIL.
But I keep at it…
A different workshop idea for new sales reps. HUGE success.
A workshop dedicated to women in sales. HUGE success.
A free promotional webinar. HUGE success.
The best way to avoid the price objection with your current clients is to constantly bring them new ideas.
IT DOESN’T MATTER IF THEY ARE REJECTED. 80% WILL BE!
The point is, keep working for their business and remind them, “This is why you buy from me!”
It’s ideas like that that make up The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.
- Categories:
- 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.
