@theryankeip

What they said

• Most salespeople screw it up: they defend price, explain value, or offer unrequested discounts.
• Insight (20+ years in sales): the line does not necessarily mean your price is too high; it means they may not see enough difference between you and the comparison. A differentiation problem, not a price problem.
• Average salesperson says "let me explain why we're more expensive", creating resistance. Script:

1. Say three words: "You probably can." Then shut up. It removes the immediate disagreement; you acknowledge rather than challenge.
2. Ask: "When you say cheaper, are we talking about getting the same result or just paying a lower price?"
3. Ask: "What have you seen from the other company that gives you confidence you'll get the same result?"

• Notice: no price defence, no features, no convincing; you let them evaluate the difference. This is self-persuasion; people commit more to conclusions they reach themselves than ones forced on them.

4. Return to discovery: "Earlier you mentioned that getting this problem solved correctly was more important than simply finding the cheapest option. Is that still how you feel?" Only use it if they actually said that. Let them answer.
5. Then: "Based on everything we've discussed, which option gives you the most confidence you're going to get the result you're looking for?" Then let them think.

• Goal is not proving price is justified but helping them decide on what they said mattered most.
• Honesty clause: if two companies deliver exactly the same outcome, service and reliability, take the cheaper one.
• Closing line: the most expensive solution isn't always the highest price; sometimes it's the one you have to buy twice. Stop defending your price; help prospects understand what they are comparing.
• Caption: save for next sales call; credits title to @thesamuelmina; "psychology of sales" take.

Try this

• Sellers and agencies: When a prospect says "I can get it cheaper somewhere else", do not defend your price. Say "You probably can." and stop talking.
• Sellers and agencies: Then ask: "When you say cheaper, do you mean the same result or just a lower price?" Next ask: "What have you seen from them that gives you confidence you will get the same result?"
• Sellers and agencies: Return to what the buyer said mattered earlier ("getting this solved correctly was more important than the cheapest option. Is that still true?"). Use it only if they really said it. Finish with "Which option gives you the most confidence?" and let them answer.
• Everyone: The creator's view is that the objection usually signals a differentiation problem, not a price problem. This needs a discovery call where you note what the buyer cares about.
• Honesty: If the other option is genuinely equal, say so.
• Shops and chat sales: Ask what "cheaper" compares, such as ingredients, materials or testing.

Links

• None. Credit to @thesamuelmina for the title idea. Hashtags #SalesPsychology #HighTicketSales.