So, HOW DO YOU DEAL with someone who doesn’t appreciate value?
What is the most common objection that nearly every person trying to make a sale will come across in their career or life? It is the Price objection. “Your price is too high.” “It costs too much.” “I don’t have any money.” “It’s too expensive.” “I / we didn’t budget for it.” Why do I say every person trying to make a sale? Because even if you are selling to your spouse on a new pair of shoes, new car, going to a sporting event, whatever it might be you will face this objection at some stage. Even children trying to get parents to buy something for them.
Why is the price or value objection so common? My mentor Blair Singer said this. “The reason that it is such a common objection is because most people do not have the ability to appreciate or assess value properly!”
Right now you are probably saying, “No that’s not true I understand my value.” Let me ask you this, have you ever been frustrated when you know that you have a solution that will solve someone’s problem, add huge benefit to someone, and they just don’t get it? I see this often in the Network Marketing space. Ever wonder why? It’s because there is a lack of VALUE APPRECIATION!
When someone cannot get the value of what you are offering, they will nearly always object to price. If you the type of person who does not recognize value, you will attract people who do the same. In Africa, I believe a reason for this is that many people get things for nothing. We get stuff for free. Free education, housing etc. Even growing up many Kids get things for nothing, sweets, toys, entertainment, etc etc. When they get given it they don’t have to give anything in exchange, and when they don’t have to exchange anything for it they don’t find a comparative value in it.
The first step in fixing this is starting with YOU. Ask yourself the following questions:
- Where am I devaluing something / things in my life?
- Where do I see the Price or Value objection coming up in my life?
- Do I see what I do or have as really adding value to someone else?
- Do I see what I have or do as really adding value to my life?
- Would I use what I have to offer?
- If not, why not?
- If yes, why?
So, if you are have trouble selling what you have to offer, you may not be congruent on its value. The biggest objections are in YOUR head. If you get lots of price objections, it may be that YOU who has the issue with appreciating value.
(Look out for Handling the Price Objection in my next article)