2/23/2008 2:00 AM
You’ve had a great sales call, you think you’ve done everything right and you are sure that the customer will accept your offer. As fast as you think the customer will buy, say something like this – I like what you’re offering, but its price is too much. This is why it is so important to activate the customer early in the sales call and get them to start sharing with you their wants and needs. The sooner you share this type of information, the better job you can do later in the call on the track this information. Then you can dig deeper for more specific information.
Your goal is to get the client actually see the problems they face are significant and the only solution available is you are offering. Here are some reasons your customers do not like their price:
The most important reason that your customers do not like their price is the client simply has not seen enough value in what you’re offering. The easiest way to correct this problem is to get customer input. Do not wait to do this after rejecting their offer, but rather do it at the beginning. At the beginning of the sales call is when customer input is most valuable. It is not uncommon for a sales call for the client to begin screening the seller may try to ask for the order. If the client begins to believe this and they are the least bit hesitant, they may very well start throwing false information.
The customer can start talking about the objections that are really irrelevant to your actual need. They will only disarm the seller. Your goal as the seller is getting the customer to share with you at least three reasons they need what you offer. One of the three must be time sensitive. Time sensitive customer need will let you close the sale now. It’s the other two that will allow the customer to see what they have to buy. When the actions of customers with a time sensitive need, this is a perfect opportunity to validate the need for the first time.
You validate it by asking a question to get to share more information on why the time is an issue. By getting the customer to explain this further, you will discover that the client usually becomes even more awareness about why they should buy from you at this time. When you feel as if a customer does not like the price, just remember that just fail to see the value of what you are offering. As long as you remember that it is your job to help them see the value, you will increase your chances of success dramatically.
Price is a consequence of ways that may not initially considered. The price a person pays for something is a long way to determine the perceived benefit they hope to gain from it. The perceived benefit cuts two ways. First, the service expectation rises the more a person pays for something. Second, the perception of what they are earning also increases with the amount they pay. These two methods are not opposites; work in parallel and in almost every business.