Think About This.
“Outrageous,” is what I thought when I first locked eyes on the price of a patio umbrella. You know, one of those big umbrellas to keep the Arizona sun from scorching me?
Smith & Hawken? Forget about it. I checked Pottery Barn. Then Crate & Barrel. When I asked at Home Depot, the sales guy led me to a computer terminal. “$79,” he told me when he looked it up. “Really?!” I said. Long pause. “I could give you 10% off,” he said.
What happened there? He thought I was thinking $79 was a lot. I was actually thinking $79 was a bargain. How many times do we draw that same wrong conclusion?
What does it mean,
Think about what people might mean when they say, "It's too expensive." Maybe the words mean:
How do you find out which it is? How do you overcome the "It's too expensive" objection?