How to Handle a Common Buyer Objection: Your Fees Are Too High!

Common-Buyer-Objection

Have you ever had a buyer tell you that “your fees are too high?”

Or that they can’t “afford your fees?”

If you’ve never heard those words before you’re likely not charging enough.

Consultants often make a mistake in believing that these objections are about price. They’re not.

Buyers don’t make decisions solely based on price.

In fact, if a buyer’s final decision is coming down to price it’s BECAUSE they are focusing on PRICE that the sale isn’t going through.

The need moves when you’re able to communicate the real value to a buyer in a way that they care about. They no longer see your fee as a cost, rather an investment they will greatly benefit from. And the common objection no longer holds you back.

When you are a master of an effective sales conversation buyers don’t see your fees as a cost – they’re not looking only at the price.

They see your fee as an investment.

It’s clear that the money they invest with you will come back manyfold as a result of working with you.

It may sound like a subtle shift; the impact however is far from subtle. It’s powerful enough to shake walls so hard money starts raining from the roof.

That’s an interesting image, isn’t it?

Seriously though, if you want to overcome the objection that your fees are too high or that the buyer can’t afford your fees you need to become better at communicating the value that you’re providing.

Once the buyer sees the real value and trusts that you can deliver what you say you will the objection disappears.

If you want to master the sales conversation you need to focus on 3 things:

  1. Know the right questions to have an effective sales conversation so you can discover the value and communicate it
  2. Demonstrate to the buyer that they will be able to achieve the results they are looking for and how that will benefit them
  3. The cost and loss they’ll incur if they don’t take action now, if they stay where they are

The need moves when you’re able to communicate the real value to a buyer in a way that they care about. They no longer see your fee as a cost, rather an investment they will greatly benefit from. And the common objection no longer holds you back.

If you’d like to learn how to master the sales conversation so you can solve common buyer objections and communicate greater value to your clients take action on this now and get in touch here.

Not only will I teach you the exact series of questions to ask your ideal clients and buyers so you can truly discover the value they care most about…you’ll also learn how to position your services strategically so you can start earning higher fees.

This is how consultants are increasing their incomes by 40%, 100%, even 200% or more.

Apply for my Marketing for Consultants Coaching Program.

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  • Great advice Michael. If you can refocus the conversation on value and convince them that it is an investment, it is no longer a price/cost conversation.

  • Jennifer Higgins

    Great article again always enjoy reading your posts 🙂