{"id":306,"date":"2011-07-25T07:01:07","date_gmt":"2011-07-25T12:01:07","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=306"},"modified":"2011-07-25T07:01:07","modified_gmt":"2011-07-25T12:01:07","slug":"your-price-is-too-high-and-5-tips-to-overcome-that-objection","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2011\/07\/25\/your-price-is-too-high-and-5-tips-to-overcome-that-objection\/","title":{"rendered":"Your Price is Too High (and 5 Tips to Overcome That Objection)"},"content":{"rendered":"

I\u2019ll bet you have more than a few customers shopping you every week on the phone. They call, ask for a quote, and then tell you they can get their car fixed somewhere else for less.
\nI\u2019ll bet you have more than a few customers who bring their cars in for a quote or estimate, and then take that quote to your competitors until they find a shop that will do the repair for less money.
\nI\u2019ll bet you have several customers who beat you up on price every time you provide an estimate. Oh, they\u2019ll let you fix their cars – if you minimize (uh, erase) your profit.
\nI\u2019ll also bet you wish every customer would just approve every repair you recommend at full price.
\nLet me give you the good news: <\/strong>\"value\"
\n\u2022 There has not been a single new objection in over fifty years, except, \u201cI can buy it cheaper on the internet.\u201d
\n\u2022 The number one objection always has been (and likely always will be) related to the price of whatever you\u2019re selling.
\n\u2022 Today, the price objection is more common than ever.
\nWhy is that good news? <\/strong>
\nBecause you can prepare to overcome (or prevent) every single objection you will ever hear.
\nBecause if you hear the same objection over and over again, you can perfect your approach.
\nHere are 5 tips to get you started:<\/strong>
\n1. Watch my video here:<\/strong> http:\/\/www.youtube.com\/user\/ETEremanInc#p\/u\/6\/WQp7SedFm4U<\/a>
\n2. Make yourself a sign with this quote and hang it up in your shop: <\/strong>
\n\u201cThere is scarcely anything in the world that some man cannot make a little worse, and sell a little more cheaply. The person who buys on price alone is this man’s lawful prey.\u201d\u00a0 – John Ruskin
\n<\/em>
\n3. Go to your local Potbelly Sandwich Shop<\/strong> and look for my favorite explanation of why your customers might want to focus on quality rather than price. (Hint: you can skip the restaurant if you watch my video above \u2013 although you will miss out on a great sandwich!)
\n4. Take Jeffrey Gitomer\u2019s statement to heart<\/strong>: \u201cPrice is only an issue in the absence of value.\u201d Give your customers value and they\u2019ll give you their money.
\n5. Get everyone in your shop together<\/strong>, watch this week\u2019s video<\/a>, and then discuss how your shop can do a better job demonstrating the value of your services.
\nOne final challenge:<\/strong> I meet a lot of people who tell me they have cheap customers. People tell me their customers just don\u2019t understand or value quality. People tell me that my strategies won\u2019t work in their town. If you\u2019re one of these people who think that your customers only care about price, let me give it to you straight: that\u2019s your fault, not your customer’s.<\/p>\n

Got a great way to overcome a price objection? Got something you want us to cover? Leave a comment below (or watch the video and send an e-mail to the address mentioned) and if we use your suggestion in a future article, we’ll send you a Reman U t-shirt. Would you rather spend money on a t-shirt? We’ll take $25 of your bucks and you can buy your very own t-shirt here<\/a>. How’s that for cool?
\n<\/em><\/strong><\/h4>\n","protected":false},"excerpt":{"rendered":"

I\u2019ll bet you have more than a few customers shopping you every week on the phone. They call, ask for a quote, and then tell you they can get their car fixed somewhere else for less. 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