The price objection is so common, there is always a competitor with a lower price. You know the objection will come up and you're ready, as always. If you're looking for a few more creative resolutions to a predictable objection, try these:
"Of course there are cheaper services out there but, what does that say about the quality of those services? Maybe they know that their product isn't worth as much as this one!"
"Are you sure their service is the same as ours? I've viewed their service agreement and they do not have the same coverage we do. Do you have a copy of their service agreement? We can go over it and I can show you where my service excels."
"How much is your product? Others sell it for less, don't they? Well, why should someone buy from you rather than someone with the lower price? Because you offer the extra service that the customer values and needs. You focus on quality. So do we."
"Is ours really more expensive? I didn't know that. By how much? That averages out to just cents a day. If you had just one bad check per day, wouldn't your time be worth the few cents so that you wouldn't have to deal with the problem and we could handle it for you?"
"Some of my other customers brought up the same concerns. In fact, some of them even went with other services. But they are back with our service because they realized the value. Would you like to speak with one of my customers? I can provide a name and number if you would like to hear from them how well the service benefits them."
"You know, you're not the first person to bring up the fact that our service may be a bit more than some of the others. And, I commend you for asking about price. Price is a concern for every good businessperson. But, more important than the sticker price is the bottom line. When you compare what you get for our price with what you get for the lower price, you will see that you are getting more power, flexibility, reliability, and peace of mind."
"When you're looking for a car, price is not your determining factor, is it? You are concerned about safety, reliability, and value before price, right? Aren't those same issues: safety, flexibility, reliability, and value more important than price when it comes to your business? A hasty decision based on a few dollars now could be very costly down the road."
You can never have too many responses to the price objection. You know it will certainly come up--being prepared is half the battle.
