You say, "Prospects are looking for price."

Most salespeople believe that what prospects look for is price, when what they really want is value.

EXAMPLE; The prospect says, "Your rates are higher than the service I'm presently using." Your Response: "Yes, they are higher and I understand how you feel. Many of our customers felt the same as you at one time. They've come to recognize the value we offer in overall lower cost. Because our products are efficient, more productive, and longer lasting, you don't have to worry about replacements and you save time and money."