(VIDEO) 4 types of questions to ask when your customer says “That’s too expensive!”

​It’s time to start asking questions, find out more, and get to the bottom of ​your customer’s hesitation.

They did it.  After all the you’ve invested, your potential client responded with “That’s too expensive!”. There’s silence now and you can feel that little nudge of panic rising. But you know what to do because you know (from “That’s Too Expensive Part 1) that it’s probably not what they really mean.  

It’s your chance to start figuring out what’s really going on and what’s most important to them.  

​Be curious

I don’t mean pepper them with myriad questions and put them on the defensive. I do mean be genuinely curious about their response and what’s behind it. ​  Right now you’re in (nice) detective mode. Gathering more information from what they say ​in order to figure out how best to proceed. Be authentic and ask to learn more about them and what they are really seeking.

Know what to ask & listen

In this episode we look at 4 areas to focus on when asking questions and what questions you can ask.  We also talk about the “L” word – listening.  When your ​client responds don’t assume you know the answers.  Listen like your hearing everything they say for the first time.  

Share your stories and experience.

​In the video you’ve heard a few examples of questions you can use in this situation. Depending on you and the client ​you’ll want to be selective and tailor what you ask​.

Share with us below how you’ve handled such situations – what questions you’ve ​posed and how the conversation went. I’d love to hear from you so be sure to leave your thoughts in the comments section below.

In the last part of this 3 part series we will look at how you can proceed after asking the questions. Guess what? You’ve got loads of options – so don’t miss out. ​

 

Connect with Janene: LinkedIn | YouTube | Facebook | Email List

Join the conversation.

The 3rd Wednesday of the month we look at topics like…

APR Why do I struggle to tell people what I charge?
MAY 3 simple actions when pricing objections arise
JUN Should I offer tiers/packages for different segments?
AUG How to reign in unnecessary discounting.
SEP 3 myths of raising prices

DON’T FORGET to add the dates to your calendar. You’ll receive an email confirmation for the date you registered. There’s a link in there to “add dates* click on that to make the magic happen. Join one, a few or all. Note we usually meet the 3rd Wednesday of the month.

By registering to this event you will be added to my email list and receive updates about these events, as well as other great pricing content and resources. You can unsubscribe at any time.

Ever wondered...

Which customers .

If so this guide is precisely what you need.

The customers you choose to focus on, set the tone for your business. How you work, what you offer, how you offer it, what you charge and more.

This simple guide will help you think through which customer segments could be the most suitable for your business.

Ever wondered...

Should I Put My .

If so this guide is precisely what you need.

This is a strategic pricing decision. That’s great news. It means that by answering a few simple questions you can get to the answer.

12 questions with explanations and a simple checklist plus little critical thinking will help you decide the best course of action.