He quietly replied:
“My cheese is not expensive… it’s costly”.
He then continued explaining that the process and time needed to produce his great cheese involved such high costs, that he could not afford to sell the product at any lower price.
In B2B sales, very often the people who complain about the price of products are just lazy complainers. They’re not willing to find alternative solutions and save money.
Internet and social media offer plenty of opportunities to perform tasks free if you are willing to embrace a do-it-yourself approach.
That’s why I say “necessity is the mother of invention”.
Those who really feel a need, as long as they are really committed to finding a solution, they’ll ultimately “invent” something. They’ll find a way to achieve what they want.
All others who would pretend to underpay a high-ticket product, or a premium done-for-you or done-with-you service… 9 times out of 10 they are just morons.
There’s no SPIN-selling technique, Solution-Selling technique, whatever-selling technique, there is nothing that we can do to convince such a bad client.
The only solution for you is to keep looking after quality clients, by growing your audiences, by improving your authority, and by getting better and better at generating demand and converting such demand into sales.
The bigger and more predictable your pipeline, the lesser you’ll be annoyed by morons.