The Overcoming Pricing Objections Tool is included in the Offer step of the Trusted Client Adviser process. Schedule a meeting to present a proposal to the client. When discussing pricing, stress the added value provided by the engagement and incorporate the options presented on the Pricing Tool. Review this tool to be prepared for price oppositions and questions. Use the Proposal Meeting Prep List to facilitate your meeting.
If your client objects to your proposed price or pricing options, utilize the Overcoming Pricing Objections Tool. This tool provides action items and example responses for common price objections. Do not miss an opportunity to provide additional client services because you are not prepared to respond to pricing objections. Remember that clients will pay for valuable service!