"How to Avoid the Price Objection From Existing Clients" A Short Attention Span Sales Tip by Bill Farquharson

How to Avoid the Price Objection From Existing Clients

Want that repeat order without being subjected to low ball pricing from a rogue competitor? Follow the advice in this week's Short Attention Span Sales Tip by Bill Farquharson

Good morning!

While listening to a podcast, Etsy executive Tim Holley said something that hit me like a bolt of lightning:

“We are constantly trying new features. Our failure rate is 80%.”

I smiled. That number gave me comfort.

One of the hardest parts of my job is coming up with new sales training ideas for salespeople. Some work. Most don’t.

A new workshop? Fail.
A paid webinar? Fail.
A Slack group? Fail.

But then…

A 90-day training course for new sales reps? Big success.
A workshop for solo sellers? Big success.
An AI Agent for time management? Big success…okay this one is coming soon, but…

The lesson?

The best way to avoid the price objection from current customers isn’t lowering your price. It’s continually bringing them fresh ideas…even if they fail.

Most will be met with crickets. That’s okay. In fact, expect it. If Etsy can live with an 80% failure rate, so can you.

Every new idea tells your customer, “I’m thinking about your business.” Every suggestion reminds them you’re more than someone who takes orders and sends invoices.

When your customers see you as a source of ideas instead of just another salesperson, price becomes a much smaller part of the conversation.

Keep bringing value. Keep experimenting. Keep working for their business.

That’s how you earn loyalty and kill the price objection.

*******

Need sales? Join the Sales Vault and work with Bill Farquharson. You can reach Bill at 781-934-7036.

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