{"id":2769,"date":"2020-11-24T10:04:30","date_gmt":"2020-11-24T15:04:30","guid":{"rendered":"https:\/\/jeanpierrelauzier.com\/wpn\/trop-cher-valeur\/"},"modified":"2020-11-24T20:34:19","modified_gmt":"2020-11-25T01:34:19","slug":"trop-cher-valeur","status":"publish","type":"post","link":"https:\/\/jeanpierrelauzier.com\/en\/trop-cher-valeur\/","title":{"rendered":"IT\u2019S TOO EXPENSIVE!"},"content":{"rendered":"<div  class='av-hotspot-image-container av-kgu7t4x1-483d86f90254bab8f8f48b4ed9081b81  avia-builder-el-0  el_before_av_section  avia-builder-el-first  av-hotspot-numbered av-mobile-fallback-active  av-non-fullwidth-hotspot-image'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class='av-hotspot-container'><div class='av-hotspot-container-inner-cell'><div class='av-hotspot-container-inner-wrap'><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-2673 avia-img-lazy-loading-not-2673 avia_image' src=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46.jpg\" alt='Le prix n&#039;est pas la seule raison' title='Sans titre (46)'  height=\"600\" width=\"1900\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46.jpg 1900w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-300x95.jpg 300w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-1030x325.jpg 1030w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-768x243.jpg 768w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-1536x485.jpg 1536w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-1500x474.jpg 1500w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-46-705x223.jpg 705w\" sizes=\"(max-width: 1900px) 100vw, 1900px\" \/><\/div><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28\">\n.avia-section.av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28{\nbackground-color:#32323b;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28 main_color avia-section-small avia-no-border-styling  avia-builder-el-1  el_after_av_image_hotspot  el_before_av_textblock  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32\">\n#top .av_textblock_section.av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h1><strong>IT\u2019S TOO EXPENSIVE!<\/strong><\/h1>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><header class=\"entry-header\"><\/header>\n<div class=\"entry-content\">\n<p>How often have you heard current or potential clients utter the objection \u201cit\u2019s too expensive\u201d? Probably dozens or hundreds of times. Have you ever considered how many more sales you could have closed if this objection had never come up? Probably many more.<\/p>\n<p>In this article, our objective is to identify what motivates clients to utter that objection and to see whether there is something you can do to eliminate that complaint, therefore producing much better sales outcomes.<\/p>\n<p>When clients tell you \u201cit\u2019s too expensive\u201d or \u201cit doesn\u2019t fit my budget,\u201d is it because they find\u00a0<strong>the price too high<\/strong>\u00a0or because they don\u2019t properly perceive\u00a0<strong>the value of your offer<\/strong>?<\/p>\n<p>In any transaction, when a client finds that your product or service is too costly, there are two important factors to consider:\u00a0<strong>price<\/strong>\u00a0and\u00a0<strong>value<\/strong>. In order for an exchange to take place, the client must perceive that\u00a0<strong>the value of your offer is higher than the price you are asking<\/strong>; otherwise there will be no deal.<\/p>\n<\/div>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-4  el_after_av_textblock  el_before_av_section  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>The easiest solution would be to reduce your price or to throw in complimentary accessories or other products. However, by choosing this option, you would be reducing your business\u2019 profitability and\/or your commission would suffer.<\/p>\n<p>On the other hand, if you can position the client\u2019s perception in a way that\u00a0<strong>the product or service value greatly surpasses its price<\/strong>, you will maintain your profitability and will close the sale.<\/p>\n<\/div><\/section>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_3'  class='avia-section av-4rn7-8e098a6782072b4520c045d9ddd6a6fc main_color avia-section-small avia-no-border-styling  avia-builder-el-6  el_after_av_section  el_before_av_one_third  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-40h5-63b7e5a50dbc1b7af6da600e4005e807\">\n.flex_column.av-40h5-63b7e5a50dbc1b7af6da600e4005e807{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-40h5-63b7e5a50dbc1b7af6da600e4005e807 av_one_full  avia-builder-el-7  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65\">\n#top .hr.hr-invisible.av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65 hr-invisible  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Let\u2019s look at the procedure for getting your client to appreciate the value of your product or service. First, a simple question: how much would you be willing to pay for a Mont Blanc pen?<\/p>\n<ol>\n<li>Less than $50<\/li>\n<li>Between $50 and $100<\/li>\n<li>Over $100<\/li>\n<\/ol>\n<p>If every reader could answer,<\/p>\n<ol>\n<li>hundreds of you would chose A),<\/li>\n<li>hundreds of you would chose B),<\/li>\n<li>hundreds of you would chose C).<\/li>\n<\/ol>\n<p>Why is that the case? The reason is that for some people, the most important factor to consider when buying a pen is simply its utility, whereas for others a Mont Blanc pen is a symbol of success and prestige.<\/p>\n<p>For those who are wondering, most Mont Blanc pens are worth between $100\u2026 and $1000!<\/p>\n<p>The above example clearly shows that appreciation for any given object varies from one person to the next.<\/p>\n<p>Why is it that some clients recognize that your product has a lot of value, while others feel that it has less value?<\/p>\n<p>Well, in the first case, the sales consultant asked relevant questions that made it possible to determine the client\u2019s needs, concerns, and the problems that the product is intended to solve. In the second case, the sales agent did not draw a correlation between the product\u2019s features and the client\u2019s perspective.<\/p>\n<p>Since this perspective varies from client to client, you must ask questions in order to identify the client\u2019s needs and problems. You will then be able to offer a solution tailored to the client\u2019s specific requirements. This is how\u00a0<strong>you will increase the value of your proposed product or service<\/strong>\u00a0in the client\u2019s eyes.<\/p>\n<p>The products you are offering doubtless feature specific valuable elements, but if your approach is to simply list all these wonderful characteristics (as so many salespersons do), you will greatly \u201cdilute\u201d the value of your offer and the client will often conclude that the price is too high.<\/p>\n<p>When serving clients, it is important to only describe the product features that have a direct link to a need, desire, problem or concern of the client. By doing so, you increase the product\u2019s value.\u00a0<strong>The price is always relative to the benefits that your client will derive from the product<\/strong>\u00a0\u2013 the more useful the product is to the client, the higher the monetary value he will place on it.<\/p>\n<p>In order to eliminate price-related objections and obtain better sales results, you must ask in-depth questions aimed at identifying your client\u2019s concerns and sources of stress and then\u00a0<strong>propose a product based on what is important for THE CLIENT, not what YOU think is important<\/strong>.\u00a0This will produce a notable increase in sales.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb\">\n#top .hr.hr-invisible.av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb hr-invisible  avia-builder-el-10  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h2 style=\"text-align: center;\">Try it !<\/h2>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae\">\n#top .hr.hr-invisible.av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae hr-invisible  avia-builder-el-12  el_after_av_textblock  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_3'  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aria-label=\"Share by Mail\" href='mailto:?subject=IT%E2%80%99S%20TOO%20EXPENSIVE%21&#038;body=https:\/\/jeanpierrelauzier.com\/en\/trop-cher-valeur\/' data-av_icon='\ue805' data-av_iconfont='entypo-fontello'  title='' data-avia-related-tooltip='Share by Mail'><span class='avia_hidden_link_text'>Share by Mail<\/span><\/a><\/li><\/ul><\/div><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-3gt3-c28a5207159d12139dca1c5793cb6106\">\n.flex_column.av-3gt3-c28a5207159d12139dca1c5793cb6106{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-3gt3-c28a5207159d12139dca1c5793cb6106 av_one_third  avia-builder-el-16  el_after_av_one_third  el_before_av_section  avia-builder-el-last  flex_column_div av-zero-column-padding  '     ><\/div><\/p>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_4'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-17  el_after_av_one_third  el_before_av_blog  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031\">\n.flex_column.av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031 av_one_half  avia-builder-el-18  el_before_av_one_half  avia-builder-el-first  first flex_column_div  '     ><section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 style=\"text-align: left;\"><\/h1>\n<p><b>Jean-Pierre Lauzier<\/b><br \/>\nConsulting expert, trainer and speaker<br \/>\nSales, marketing and customer service<br \/>\nAuthor of the book: \u201cLe C\u0153ur aux ventes\u201d<\/p>\n<p><b>JPL Communications inc.<\/b><br \/>\n<a href=\"mailto:info@jeanpierrelauzier.com\">info@jeanpierrelauzier.com<\/a><br \/>\nwww.jeanpierrelauzier.com<br \/>\n450 444-3879<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70\">\n.flex_column.av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70 av_one_half  avia-builder-el-20  el_after_av_one_half  avia-builder-el-last  flex_column_div  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7\">\n#top .av_textblock_section.av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p style=\"text-align: left;\"><span style=\"font-size: 350%; line-height: 1.0;\">Le coeur<br \/>\naux ventes<\/span><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpwglne-01e82cea54331b0b854d5c175e7f728b\">\n#top .hr.hr-invisible.av-kfpwglne-01e82cea54331b0b854d5c175e7f728b{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-kfpwglne-01e82cea54331b0b854d5c175e7f728b hr-invisible  avia-builder-el-22  el_after_av_textblock  el_before_av_button '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163-wrap avia-button-left  avia-builder-el-23  el_after_av_hr  el_before_av_hr '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163\">\n#top #wrap_all .avia-button.av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163:hover 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content main div --><\/div><\/div><div id='after_section_4'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2769'><div class='entry-content-wrapper clearfix'>\n\n","protected":false},"excerpt":{"rendered":"<p>How often have you heard current or potential clients utter the objection \u201cit\u2019s too expensive\u201d? Probably dozens or hundreds of times. Have you ever considered how many more sales you could have closed if this objection had never come up? Probably many more.<\/p>\n","protected":false},"author":4,"featured_media":2673,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[28,29],"tags":[],"class_list":["post-2769","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-approche-de-vente-en","category-prospection-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>IT\u2019S TOO EXPENSIVE! - JPL Communications<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/jeanpierrelauzier.com\/en\/trop-cher-valeur\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"IT\u2019S TOO EXPENSIVE! - JPL Communications\" \/>\n<meta property=\"og:description\" content=\"How often have you heard current or potential clients utter the objection \u201cit\u2019s too expensive\u201d? 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