"The Price is Too High"
"The Price is Too High"
by Hilton Johnson
(The question was submitted by Kathleen N. Hoagland)
What do you say when someone says, "The price is too high. I can get the same thing at the health food store for less."
To understand how to respond to this objection, you have to first ask yourself if it's true. Can people buy your products for less somewhere else? If so, you'll have to offer something more than just your products to separate yourself from the competition.
But, we'll come back to that later.
Most likely, though, your company's products are proprietary or special and cannot be bought anywhere except through you or your company. So, let's deal with that one first.
The worst thing you can do when someone tells you they can get your products for less is to disagree or argue with them.
A better strategy is to not allow the objection to come up to begin with.
Here's how you do that:
Early in your product presentation, tell your prospect that your products are unique and cannot be bought anywhere else.
By telling this to your prospect in advance, it wouldn't make sense for your prospect to raise that objection because you've already covered it.
You could say something like this?
"Before I tell you about my products, first let me say that although health food stores carry wonderful products, they are not able to offer mine. My products are unique and are only offered through distributors like me."
See? You've nipped the objection in the bud, before it ever came up!
But now let's talk about what you say if your products (or comparable products to yours) can indeed be bought for less.
As I said before, you have to separate your products from the competition. You do that by NOT selling the products.
You sell the relationship.
Offer to be a Health Coach to your prospects when they buy your products. (They don't get that at a health food store!)
You could say something like this?
"One of the nice things about being one of my customers is that I will be your personal Health Coach as well. You see, I want to earn your business now and forever.
I'm going to coach you on how to improve other areas of your life as well -- like ways to have fun exercising or ways to enjoy eating healthier foods. I'm also going to coach you on some proven ways to reduce or eliminate stress out of your life. And of course, I'm going to show you how to get the most out of my products."
Wow! Can you imagine the impact you'll make when you offer yourself as a personal Health Coach to your prospects?
They've never heard anything like that before!
They'll be amazed and you'll leave health food stores (and any other competition) in the dust.
So, now you may be wondering how you can learn to coach someone on health and wellness.
Well ... you can study and learn on your own OR you can go to school and learn how to do it right -- the professional way.
If you would like to learn how to do Health Coaching the right way, send me an e-mail and I'll rush some special information to you on how to get on the road to building your Network Marketing business bigger and faster as a Health Coach.
Send your e-mail to:
beahealthcoach@mlmu.com
In the subject line type: "I want to be a Health Coach"
Until next time,
Hilton Johnson
The MLMCoach
www.MLMU.com
by Hilton Johnson
(The question was submitted by Kathleen N. Hoagland)
What do you say when someone says, "The price is too high. I can get the same thing at the health food store for less."
To understand how to respond to this objection, you have to first ask yourself if it's true. Can people buy your products for less somewhere else? If so, you'll have to offer something more than just your products to separate yourself from the competition.
But, we'll come back to that later.
Most likely, though, your company's products are proprietary or special and cannot be bought anywhere except through you or your company. So, let's deal with that one first.
The worst thing you can do when someone tells you they can get your products for less is to disagree or argue with them.
A better strategy is to not allow the objection to come up to begin with.
Here's how you do that:
Early in your product presentation, tell your prospect that your products are unique and cannot be bought anywhere else.
By telling this to your prospect in advance, it wouldn't make sense for your prospect to raise that objection because you've already covered it.
You could say something like this?
"Before I tell you about my products, first let me say that although health food stores carry wonderful products, they are not able to offer mine. My products are unique and are only offered through distributors like me."
See? You've nipped the objection in the bud, before it ever came up!
But now let's talk about what you say if your products (or comparable products to yours) can indeed be bought for less.
As I said before, you have to separate your products from the competition. You do that by NOT selling the products.
You sell the relationship.
Offer to be a Health Coach to your prospects when they buy your products. (They don't get that at a health food store!)
You could say something like this?
"One of the nice things about being one of my customers is that I will be your personal Health Coach as well. You see, I want to earn your business now and forever.
I'm going to coach you on how to improve other areas of your life as well -- like ways to have fun exercising or ways to enjoy eating healthier foods. I'm also going to coach you on some proven ways to reduce or eliminate stress out of your life. And of course, I'm going to show you how to get the most out of my products."
Wow! Can you imagine the impact you'll make when you offer yourself as a personal Health Coach to your prospects?
They've never heard anything like that before!
They'll be amazed and you'll leave health food stores (and any other competition) in the dust.
So, now you may be wondering how you can learn to coach someone on health and wellness.
Well ... you can study and learn on your own OR you can go to school and learn how to do it right -- the professional way.
If you would like to learn how to do Health Coaching the right way, send me an e-mail and I'll rush some special information to you on how to get on the road to building your Network Marketing business bigger and faster as a Health Coach.
Send your e-mail to:
beahealthcoach@mlmu.com
In the subject line type: "I want to be a Health Coach"
Until next time,
Hilton Johnson
The MLMCoach
www.MLMU.com
...................................................................
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