The One Question I Ask When a Client Says ‘Your Price Is Too High’
Ever been told, “Your price is too high – I can get it cheaper”?
Most salespeople hear a threat and start haggling over percentages. I hear an opportunity to uncover the real issue.
The “Price” Objection Is a Smokescreen
When a distributor says, “Your price is too high,” they’re often thinking:
- I’m paying for a premium part that might fail and make me look bad.
- A shipping delay could damage my reputation.
- Their process may not fix the headaches my current supplier causes.
They are not afraid of your price. They are afraid of a bad outcome.
The One Question That Changes Everything
Instead of defending my costs, I ask:
“What part of our offer matters most for you to get right?”
This question shifts the focus from a single number to the risks that keep them up at night.
From Negotiation to Collaboration
When you ask, “How do we get this right?” instead of “How do we get it cheaper?” you build a partnership:
- You stop talking about price per kilo and start discussing the cost of a failed shipment.
- You move beyond unit cost to total cost of ownership – returns, rework and reputation hits.
- You co‑create a solution that de‑risks their operation and aligns with their goals.
That is Empathy in action.
The Long‑Term Payoff
You may not win on the initial quote, but you will win over time, because:
- Certainty beats cheap. Distributors pay for peace of mind.
- Trust drives repeat business. A partner who solves problems, not just sells parts, becomes indispensable.
- Profit follows reliability. Every avoided delay, every prevented failure protects your margins far more than a small discount.
Ready for a More Profitable Conversation?
Choose your next step:
- Get a Side‑by‑Side Value Report
Email your parts list to gvapo@nauticalarmor.com. We’ll break down price, risk and total cost of ownership. - Book a Free Partnership Call
Schedule 15 minutes to map your biggest challenges and design a solution that never cuts corners. - Download Our Production & Planning Guide
Email “Planning Guide” for our full catalog and international lead‑time outline.
GVAPO Tripinović
Founder, Nautical Armor