When Client Says, "Your Price Is Too High" - How To Respond Sales Role Play

Summary

This sales conversation showcases a structured approach to closing a deal for stock trading programs. The salesperson engages the client by asking thoughtful questions, understanding their needs, and offering tailored solutions. They present various program tiers, overcoming price objections by emphasizing value, past losses, and the cost of inaction. The salesperson offers a low-entry option with a risk-reducing trial period and flexibly adapts to the client's budget. The conversation concludes with a persuasive, low-pressure close, ultimately guiding the client toward a commitment to the program.

Takeaways

• 😀 The conversation starts with the salesperson asking the client about their current situation and goals to understand their needs.
• 😀 The client is looking for a way to trade stocks professionally but without the complexity or time commitment of traditional methods.
• 😀 The client has had a bad experience with a financial advisor and is seeking more control over their investments while getting validation for their decisions.
• 😀 The salesperson offers three program options: a $25,000 program with full coaching, a $10,000 program with group coaching, and a $2,000 self-paced training program.
• 😀 The salesperson emphasizes the value of the $10,000 program, offering a payment plan to make it more affordable for the client.
• 😀 The salesperson addresses the client's concerns about cost by framing the conversation around the value of avoiding future costly mistakes.
• 😀 The salesperson uses the client's past loss of $15,000 as an example of the cost of not getting proper guidance and validation.
• 😀 The conversation focuses on the question of value, encouraging the client to consider the potential long-term benefits of the program rather than just the upfront cost.
• 😀 After some back and forth, the salesperson offers the $2,000 program with two months of group coaching to reduce the perceived risk and demonstrate the value of the service.
• 😀 The client ultimately agrees to the $2,000 program after receiving assurance that they will get the support they need through the group coaching.
• 😀 The salesperson successfully closes the sale by reinforcing the program’s value and ensuring the client feels confident about their decision.

Q & A

What is the primary objective of the sales call in the transcript?

The primary objective of the sales call is to understand the client's current situation, their financial goals, and to offer a stock trading program that aligns with their needs. The salesperson aims to help the client make an informed decision by providing different program options and overcoming objections related to cost.

How does the salesperson begin the conversation with the client?

The salesperson begins the conversation by asking the client about their current financial situation and goals, as well as inquiring about their previous experiences with investing and financial advisors. This helps establish context and trust.

What concerns does the client express about their current financial situation?

The client expresses frustration with their financial advisor, stating that they are paying for the service but not receiving any advice. They also mention that they don’t fully understand their investments and are looking for more control without increasing complexity or time commitment.

How does the salesperson address the client's concerns about control and complexity in investing?

The salesperson offers a solution where they can provide ongoing support through weekly calls and a structured program that teaches the client how to invest in stocks while offering the ability to monitor trades independently. The program is designed to simplify the process and make it more manageable for busy professionals.

What are the three program options the salesperson offers to the client?

The salesperson offers three programs: 1) A $25,000 program with one-on-one coaching, 2) A $10,000 program with group coaching and portfolio validation, and 3) A $2,000 program that includes training materials and self-guided learning, with two months of group coaching.

How does the salesperson handle the client’s price objection regarding the $10,000 program?

The salesperson offers a payment plan, breaking the $10,000 program into manageable monthly payments of $1,000 for 12 months. However, the client remains concerned about the price, so the salesperson suggests starting with the $2,000 program and then potentially upgrading later.

What strategy does the salesperson use to highlight the value of the program to the client?

The salesperson reframes the cost of the program by asking the client to consider the cost of making a wrong investment decision, which could result in losing a significant amount of money. They also emphasize the value of having support to validate investment decisions, positioning the program as a way to avoid further financial losses.

Why does the client express hesitation despite showing interest in the program?

The client is hesitant due to the high cost of the program, particularly the $10,000 option, and their need to validate the value of the investment before committing. They also express caution about making a quick decision, especially when it comes to investments.

How does the salesperson use a 'trial close' technique during the call?

The salesperson uses the trial close technique by offering a lower-cost program ($2,000) with a two-month group coaching package. This allows the client to experience the program before committing further, and if they are satisfied, they can continue with monthly payments for additional support.

What is the final decision made by the client regarding the program?

The client agrees to start with the $2,000 program after the salesperson offers the two-month group coaching as part of the package. The client is willing to give it a try, acknowledging that they need support to validate their investment decisions.