HANDLING PRICING OBJECTIONS

Sometimes customers might say:

• "That's way above my price range."

• " That's too expensive."

• "I can't afford that."

What do they mean?

• They don’t see the value in what you are recommending.

• They believe they can get it cheaper somewhere else.

• They can actually get it cheaper somewhere else.

Suggested Spiel

• • "Is there something else here that’s concerning you?” (try to uncover why they think the price is too high)

  • “Our offer is more than competitive. Let me give you an example.”

  • “Let’s compare what we’re offering you to our closest competitor, shall we?” (then find a property of the same quality but with higher rates).

  • “Some of our best customers initially thought the same thing, however they were not able to find something as valuable. (or decent or reasonable <case-to-case>)"

  • “Previous customers thought the same thing initially, but they eventually booked and have enjoyed their stay here, I know that you will too.”