How can you demonstrate the value of cross-selling offers when price objections arise?

1 Understand the objection

To deal with price objections, you must first understand what lies behind them. Are they unable to afford the offer, or are they simply trying to negotiate? Are they comparing your offer to a cheaper alternative, or do they not comprehend the benefits and value? To uncover the truth, ask open-ended questions that probe deeper into their needs, goals, challenges, and preferences. For example, questions such as “What is your budget for this project or solution?” “How do you measure the return on investment of your purchase?” “What are the main criteria that influence your decision?” and “How does our offer compare to other options you are considering?” can help you understand their hesitation. Furthermore, asking “What are the consequences of not buying our offer or buying a lower-quality one?” can provide you with the insights necessary to tailor your response accordingly.

2 Highlight the benefits

The next step is to emphasize the advantages of your cross-selling offer and how it can help your prospect reach their desired outcomes. Benefits are distinct from features, which are the characteristics or attributes of your product or service. Benefits are the benefits or results that your prospect can gain from using your product or service. To illustrate the benefits, you should use particular and pertinent examples, stories, testimonials, or case studies that show how your cross-selling offer has assisted other customers in similar situations. For instance, you could say: "By adding our premium support package to your subscription, you will have access to our devoted team of experts who can help you with any technical issues, questions, or requests. This will save you time, money, and hassle and guarantee that you get the most out of our software." Additionally, if you buy our laptop and our wireless mouse together, you can enjoy a smoother and more comfortable user experience. Our wireless mouse is ergonomically designed to fit your hand and has a long battery life and a fast response time. Many of our customers have reported that using our wireless mouse has increased their productivity and decreased their wrist strain. By highlighting the benefits, you can demonstrate to your prospect how your cross-selling offer can add value to their purchase and address their issues or satisfy their needs.

3 Create urgency

The third step is to create urgency and motivate your prospect to act quickly. Urgency is the feeling that your prospect needs to buy your offer now or they will miss out on a great opportunity or face a negative consequence. To create urgency, you must use scarcity and time-limited incentives that make your cross-selling offer more attractive and compelling. For instance, you can say this is a limited-time offer that expires at the end of the month; if they buy now, they will get a 20% discount on their cross-selling offer plus a free bonus gift. Additionally, you can mention you only have a few units left in stock of your cross-selling offer; if they don't buy now, they may have to wait for weeks or months until you replenish your inventory. By then, the price may go up or the offer may change. By creating urgency, you can overcome your prospect's hesitation and encourage them to take action and purchase your cross-selling offer.

4 Handle the objection

The final step is to handle the objection and close the sale . To do this, you must address your prospect's concerns and objections, and demonstrate why your cross-selling offer is worth the price. Utilize empathy, logic, and evidence to persuade your prospect. For instance, you can state that you understand price is an important factor, but that your offer will help them reach their goals faster, easier, and cheaper than other alternatives. Additionally, suggest they look at the total cost of ownership and quality of service instead of just the initial price. Your offer may seem more expensive at first, but it will save them money on maintenance, repairs, upgrades, and support. And emphasize that your cross-selling offer has superior features, performance, and reliability than cheaper options. Show them testimonials from satisfied customers who chose your offer and are happy with their results. By handling the objection effectively, you can overcome resistance and convince them that your cross-selling offer is the best choice for them.