“You are too expensive.”

The normal first reaction to this statement is to get defensive, isn’t it? The next though is to start to think of ways to reduce your price just to get the business, right?

You have set prices based on your pricing strategy and there is a reason for the price structure. It is not some arbitrary number you chose at random. If you don’t believe that you are worth what you are charging, neither will your customer.

I hear these pricing objections on a daily basis and here are a few ways I address them:

Click here to read the entire article in Smart Tan Magazine online.