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Selling Value
Selling has its own set of challenges and getting objections from your prospect rates right up there at the top. One particular and all too frequent objection you may here is the one about pricing. We’ve all heard it, “I’m afraid your price is a little high.” Keep in mind that people don’t buy Price, they buy Value, even though they won’t always admit it. This objection means that they don’t fully appreciate the “Value” of what you are selling. However, if this objection keeps coming up in your discussions, then it’s a good indication that they are interested. So don’t view this as a negative objection since it could simply be a buying sign. Unfortunately, many sales people start to discount their product in order to overcome this objection, which is the wrong way to go.

Other pain points Related Articles

Leaping the Barrier to Massive Success by Robin J Elliott
We only leave our comfort zone when we exceed our pain threshold. When the pain of change is less than the pain of the status quo, we take action.How can you manipulate your mind so that you take the action that will help you eagerly leap over the barrier of your comfort zone and achieve massive success?
10 Common Bookkeeping Misconceptions That Your Accountant Doesn't Want You To Know The Truth ABout!!
Bookkeeping is one aspect of business that everyone I come across seems to dislike with a vengeance. Personally, I cannot understand that because I love bookkeeping! However, over the years, I have continually bumped up against people who have the following “points of pain” with bookkeeping:-
The Entrepreneur finds Strength in Apparent Defeat
In the seeming pain of powerlessness, strength can be found in times of apparent defeat, a victory can be won. In pain and suffering, we can find endurance and steadfastness. When things seem hopeless, there is always chance for optimism and the seemingly impossible can be made possible.

Rejection Pain
The link between physical pain and the pain we experience when we are rejected. Fascinating similarities.

Classifying Buyer Pain
Sales reps that can identify a buyer’s goals and objectives will be in an ideal position to uncover obstacles that are creating pain. Sales reps must understand that a buyer’s pain is their opportunity. The bigger and more urgent the pain, the better reps can properly identify the buyer’s pain classification, and therefore be able to effectively lead with an aligned solution that meets their needs.
5 Ways to Tell If Your Personal or Professional Life is in the Dark
For you, or someone you know, it may seem “normal” or “typical” to just deal with pain and discomfort in your life. Maybe you've grown accustomed to living in the dark! For those that live with the pain of constant overwhelming situations in their lives, there are steps for solutions as you'll see below...
Which are you, the Ant or the Grasshopper?
Do you live with the Pain of Regret or the Pain of Discipline?
Fear is more incapacitating than pain. The paradox is that what we fear most is pain.
Let's say just for the sake of this discussion that there are 2 extremes - Pain and Pleasure. And only 2 life purposes - to have more pleasure and get away from pain. Pain and Pleasure. And the biggest "fear" in life is pain. What if we KNEW that the pain would not be as bad as we fear it will be. Like my experience at the dentist? How freeing would that be? Empowerment!

Uncover Your Own Irresistible Marketing Message
In all of your marketing materials, your message matters. If you want a flourishing practice, it's time to do some serious drilling-down to find out as much as you can about your ideal client's critical pain points so that you can create an irresistible message.
“Financial Freedom” – Not a Life of Opulence!
A common thread among the billionaires polled were 5 money-saving habits that even the richest have adopted as a way of life. This is where personal development goals come in. As Warren Buffet put it: “Most toys are a pain in the neck.” Now I want to share the following points from ultra wealthy individuals from various parts of the world.
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