I ran into this price problem for YEARS!!!! Finally, I got the answer from some sales training I took. First, anyone in sales should always expect a customer to make price an issue... It's human nature. Second, the key is to sell value. If a salesperson gets a prospect to truly understand the value of what he or she is getting, then price becomes a non-issue. Because when the prospect brings up price, the answer is simply... "Well, you see for yourself the value of what you're getting. The price is commensurate with the value."
If your product or service is in fact overpriced, then you'll realize that during the phase of establishing value in your prospect's mind. The truth is, the same product or service may be of different value to different prospects. The classic example is this.... If you're selling a computer with all the bells & whistles and high-end software to someone who only wants to use the internet, what you're selling isn't as valuable to them as if you were selling that same computer to a small business.
