Question

1. which is the best response when a prospect says your services are too expensive?

say, \let me come back to that. did you have a concern about benefit a, b, c etc?\

ask, \why do you say that?\

say,
o, they are not.\ then explain how the benefits outweigh the costs.

question back, \our services are too expensive?\

say, \in addition to our price, is there anything else you are concerned about?\

Explanation:

To determine the best response when a prospect says services are too expensive, we analyze each option:

• The first option ("Let me come back to that...") redirects to benefits, addressing value rather than just cost, guiding the conversation to show how benefits justify cost.
• "Why do you say that?" is too open - ended and may not steer the conversation toward value.
• "No, they are not..." is defensive and may put the prospect off.
• Questioning back ("Our services are too expensive?") is unhelpful as it doesn't address the concern or move the sales process forward.
• The last option ("In addition to our price...") shifts focus but doesn't address the cost - benefit of the current service. The first option is best as it ties cost to benefits, which is a key sales technique.

Answer:

A. Say, "Let me come back to that. Did you have a concern about benefit A, B, C etc?"