Objection Overruled! 
(Part Three of Four Dynamite Suggestions for Overcoming Price Objections!)
By Chris Croner, Ph.D., Psychology   

Article Date: July 31, 2006

Change the package.  If the buyer is unwilling to pay for the package you have presented him, offer to unbundle the package and remove value.  Say something like, "If your primary concern is price, let's see if we can remove some of the elements of our product/service to match the price you are willing to pay."

This approach usually surprises the buyer and signals to him that you have calculated the value of your product thoughtfully.  Plus, buyers are usually reluctant to give something of value up once they have experienced it.

Price objections can become emotional. The key here is to downgrade emotion in favor of a thoughtful discussion of the information at hand.

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