UncleHoho

Account Executive

"It's just too expensive"

How do you respond when a prospect comes back after discovery call, follow up meetings, communications etc and says "it's just too expensive, we can't afford etc?"

Obv I could have done more in the prior conversations to relay value, cost of inaction etc.. but at this point do you give up or hit them with another angle in the response?

👑 Sales Strategy

📈 Closing

☑️ Qualification Calls

23 comments

Sort by:

Sunbunny31

Politicker

Sr Sales Executive 🐰

So many variables here. Do they want your solution, but just can't budget for it? Is it because the upfront cost is too high? Or is it a budgetary cycle thing (when is their FY?)? Are they using this as a negotiation tactic to get you to drop price without finding out why they're saying that? Do they have a need you can fix? How are they doing it today? Do you save them any $$ over time that you can point to (ROI)? Are you in fact more expensive than the competition, are they looking at the competition, can you express differentiation?

oldcloser

Arsonist

💀

Can I get an amen?!

UncleHoho

Good Citizen

Account Executive

They want my product, I’m very cost effect (less than other options). Basically my product will allow them to raise more money (sell to non profits), but often they can’t afford the upfront cost to get over that. It’s feels a cheesy to just reiterate “well, this is an investment that will produce more than it cost.”

Sunbunny31

Politicker

Sr Sales Executive 🐰

If they literally cannot afford a solution, they are not your ICP. Most solutions require some upfront cost to get started.

That said, can you structure the cost so that payment is more spread out? Is that an option?

ChumpChange

Politicker

Channel Manager

^ Nailed it. You have to find the "why".

Kosta_Konfucius

Politicker

Sales Rep

Sell with value and address their budget early so you know before you present

here is another good thread

https://bravado.co/war-room/posts/your-price-us-too-high-how-to-deal-with-this-sort-of-objections

UncleHoho

Good Citizen

Account Executive

I think your on to something with addressing their budget early in the convos. Seems like I get them hyped that it’s the right fit and then we get to pricing and it’s either a. Yep sounds good let’s do it. Or b. Total shock.

jefe

Arsonist

🍁

If you continually come up against this during your process, you NEED to address it early. Saves everyone time and established trust early on.

If you can establish enough value and the cost of inaction, budget can be found. Keenan posted on LI about this recently.

A company wanted to hire him to speak at their SKO for $25K, he probed and understood their problem. Had no budget but they found $300K+ because he highlighted that pain and the cost of the status quo.

CuriousFox

WR Officer

🦊

Check this thread out:

https://bravado.co/war-room/posts/your-best-response-to-hi-that-s-not-of-interest-to-us

braintank

Politicker

Enterprise Account Executive

Too expensive compared to what?

Justatitle

Big Shot

Account Executive

how does your pricing compare to your competitors, are you the vendor of choice with only price being the blocker? are you willing/able to negotiate.

UncleHoho

Good Citizen

Account Executive

We are better priced and frankly a much better service. They know we are the best (extremely rare that they buy competitors) they either go with us or do nothing.

Justatitle

Big Shot

Account Executive

Any room for negotiation?

HVACexpert

Politicker

sales engineer

do you have a way to sell TCO or ROI? especially when you show the payback and the numbers that can help. our industry people can typically offering financing options as well, if that is a tool you have at your disposal.

UncleHoho

Good Citizen

Account Executive

I do have financing options which can get them over the hurdle sometimes!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Google search Keenan’s response to that question. GAP sell it Hoho.

Maximas

Tycoon

Senior Sales Executive

Check this thread
https://bravado.co/war-room/posts/help-with-price-negotiation
Hope it helps.

UncleHoho

Good Citizen

Account Executive

Not much :/

BTQ

Politicker

Account Manager

“It sounds like you’re comparing this to something else.”

TennisandSales

Politicker

Head Of Sales

Sometimes it’s just too expensive for them. It doesn’t matter how much a product costs, it’s always too expensive for someone!

If you have aligned the needs to the product and done a good job doing discovery, the. You have down everything you need. Hold your ground and tell them you will be here if they have a chance in their situation.

detectivegibbles

Politicker

Sales Director

My president told our sales team this last year regarding price.

If something is too expensive and you're opting for something that's cheaper, that's totally fine. However if it's cheaper, it's likely "poorer quality" as well.

In speaking to the customer...

"The bitterness of poor quality lingers long after the cheaper price is forgotten".

GOLFaaS

Politicker

Sales Leader

How much can you afford?? Lol

AnchorPoint

Politicker

Business Coach

First, if this is happening after discovery, you need to improve the discovery! The Discovery Conversation is -- HANDS DOWN --the most important part of the sales process. Where they are, where they want to be, what is stopping them from getting there... and budget is ALWAYS part of that discussion.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

UncleHoho

"It's just too expensive"

23 comments

Related posts

What do you REALLY want in 1:1's

How did you spend your 20's?

Best or most expensive thing you've gotten from the commish store?