Agree with them.
“Yep. It sure is. Have you seen the price of groceries today? Anyway, sign here.”
You see, when a customer says “that’s too expensive”, they’re NOT saying no.
They’re saying, “this is a lot of money and I want to know that it’s going to be worth it.”
In sales, we call this commitment resistance.
Imagine you’re at the top of a bungee jump. You’re over a river on a bridge with a massive drop beneath you.
You’ve already done the training, you’re wearing the harness. You’ve even seen other people do it already.
There’s adrenaline pumping through your body and your heart rate is sky high.
You make your way to the edge.
That final inch, where your arms are crossed and you’re literally one lean away from plummeting to the earth, THAT is commitment resistance.
Everyone has it.
Everyone thinks the hard work is the sales and marketing and calls and qualification.
It’s not.
The hard part is helping someone commit to something they already want.
There are SO many reasons why we do this to ourselves i.e. move away from things that deep down we know we want or that are good for us.
In sales, the sales persons job is to help people get over that commitment resistance.
Because after the leap, when there is absolutely nothing else to do but fall and bounce back up, the feeling afterwards is total elation.
Many many people immediately want to do it again.
And your customers feel the MOST relief and the MOST value, the second after they’ve purchased. Because THAT’S when they start seeing their problems solved.
Help people get over commitment resistance.
Agree with them.
Do it anyway.
