Age-old techniques exist for “overcoming objections,” and one of the most classic is in response to expensive products or services. The experienced sales professional will try to clarify by asking the prospect, “Do you object to price or to the cost?”
“Price” is that one-time expense, whereas “cost” is what happens over time. Therefore, you can purchase a less-expensive item and save some money on the upfront price, but over time, because of the lower quality or simpler services, it may ultimately cost you more.
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