Every salesperson has heard something like\u00a0 \u201cThat\u2019s more expensive than I expected!\u201d Our natural instinct when we hear this is to defend the price\u2014we rattle off features, offer a discount, or go into justification mode. But there\u2019s a smarter, more powerful move: the judo flip.<\/p>\n
Instead of pushing back, you agree\u2014but reframe. \u201cYou\u2019re right, we are more expensive.\u201d Pause, then pivot: \u201cAnd there\u2019s a reason for that. The people who work with us aren\u2019t looking for the cheapest option\u2014they\u2019re looking for the option they don\u2019t have to second-guess in six months.\u201d<\/p>\n
This shift changes everything. You\u2019re no longer debating price\u2014you\u2019re reframing it as evidence of quality, trust, and long-term thinking. Price stops being a problem and starts becoming a filter. You\u2019re subtly saying: if you\u2019re just shopping to save a few bucks, we\u2019re probably not a fit\u2014and that\u2019s okay. But if you want it done right, we\u2019re the ones who deliver. Salesmen must remember that there is a symmetry in power in this scenario. True, the buyer is the one who may or may not buy from you, but you have every right to walk away from the sale.<\/p>\n
The best part? This tactic doesn\u2019t come off as pushy. It comes off as confident. It positions you as a premium advisor, not a common vendor. And it often triggers a self-check in the buyer: \u201cWait\u2014do I actually want the cheap version of this?\u201d<\/p>\n
This judo flip isn\u2019t about arrogance, it\u2019s about alignment. The buyer does want value. But value isn\u2019t always lowest price. Sometimes, value is knowing you won\u2019t have to do this again in a year. Sometimes, it\u2019s peace of mind. Your job is to help them see that. This has worked plenty of times on me. I go to buy the cheaper version of something, solely based on price, and then I am reminded (usually by a sibling) that I will be in the same position in a few months, back for the same thing because “you get what you pay for.” As buyers and sellers, we must discover the best price for the good in question; price should rarely be the only factor in decision making.<\/p>\n
So next time you hear a price objection, don\u2019t panic. Agree. Flip. And lead them into a conversation about what really matters.<\/p>\n","protected":false},"excerpt":{"rendered":"
Every salesperson has heard something like\u00a0 \u201cThat\u2019s more expensive than I expected!\u201d Our natural instinct when we hear this is to defend the price\u2014we rattle off features, offer a discount, or go into justification mode. But there\u2019s a smarter, more powerful move: the judo flip. Instead of pushing back, you agree\u2014but reframe. \u201cYou\u2019re right, we […]<\/p>\n","protected":false},"author":3171,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[510],"tags":[],"class_list":["post-13068","post","type-post","status-publish","format-standard","hentry","category-price"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13068","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3171"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=13068"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13068\/revisions"}],"predecessor-version":[{"id":13072,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/13068\/revisions\/13072"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=13068"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=13068"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=13068"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}