Has this ever happened to you?
You call a prospect and introduce yourself, your company and your products.
But before you have a chance to ask qualifying questions, the prospect asks:
“What’s your price?”
One of the biggest mistakes salespeople make is quoting price too soon.
(I have painful memories of doing exactly that, early in my sales career
If you quote a price too quickly, you risk losing the sale.
Instead, focus on the customer’s issues.
Then put the price in the context of the value and quality solutions you provide.
Here’s how to answer the “What’s your price?” question . . .
. . . without quoting your price too soon.
Two (of three) responses to “What’s your price?”
- “I can quote the best price for you when I know more about your situation,” or . . .
. . .
- “. . . when you tell me what results you are looking for.”
To go even deeper and get more information:
- You: “I’m glad your company is interested in our products and I appreciate your question regarding price… Let me ask you this: Other than price, what else is most important to you?”
The answer to this question will tell you what issues to focus on and how you can be helpful to this prospect.
If they are strictly price shopping, you don’t want their business because as soon as someone else comes along and offers the same products at a dollar less, they are gone. Not a win-win situation.
Then there is – how to handle the dreaded unexpected objection
and . . . the best answer to a price objection
Best of all . . .
Eliminate objections at the beginning of your call.
Register for my one-to-one private 4-week e-Course. (see feedback from my favorite clients on this page.)
This course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you. The course is limited to the first 10 people who register, so contact me today and I’ll get back to you as soon as possible.
If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, I would love to work with you and help you achieve your goals.
To register – or if you have questions – drop me a line today!