Mon, 7 April 2014
Hey, it’s Jackie Ulmer and welcome this Q and A edition of the Street Smart Wealth, Profit in Your PJs Podcast, where I answer your burning questions and get you on your way to the Network Marketing Hall of Fame.
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Today’s question is….
About objections to the cost of the product.
How do you respond when a prospect says they can get your product for a lot less at Whole Foods or a food coop?
First, it’s important to remember not everyone is our target audience, or a potential customer. We are not looking for the WalMart shopper, no offense intended for anyone.
The first thing you always want to do is make sure you have a VIABLE prospect, someone who is interested in what you sell. And, who is wiling and educated to make an apples to apples comparison.
Most often, your prospect does not REALLY know if it’s an equivalent product. They are just assuming.
Now, in this case. I would say Whole Foods is not a WalMart type scenario. and is actually interesting because my experience with Whole Foods is that they are often a lot MORE expensive than other stores.
For me personally, I have to be honest and say I struggled with this when I was involved in a nutritional company because I am not a doctor, a pharmacist, or a scientist and so I can not honestly say that something costs more because it’s better. I can repeat that if that is what I have been told, but I can’t look you squarely in the eyes and know wholeheartedly that it is true.
Also, I always want to caution on ever bringing up price. And, I am not suggesting you did, Martha, but want to be sure everyone understands that.
If you lead with price, or mention price, you will forever be justifying and selling on price.
What makes a Lexus better than a Hyundai? Both will get you from point A to point B, right? There will be a difference in the ride, and experience.
IF you have a strong product testimonial that you can share, and perhaps share a comparison of a similar product, and do so in a way that is non salesy or hypey, then chances are you stand a good chance of at least getting your prospect to listen and evaluate.
And, for some, you won’t ever overcome this objection, so just stop trying. Know when to SAY NO FIRST!
Again, not everyone is right for you product or opportunity. there are plenty out there who are - spend your time finding those people and let the others alone!
Great question, thanks for asking!
For some, those interested in the opportunity, most will not let price be any kind of issue. They see the value and the opportunity.
Do you have a question? Ask it at JackieUlmer.com/questions
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Until next time - remember this - Hesitation Never Cashed a Check!
Direct download: QA009MyPotentialCustomerSaysTheyCanGetProductCheaperAtStore.mp3
Category:Podcasts -- posted at: 1:00am PDT