Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Information | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
Selling Skills - How to Handle the Dreaded Question Whats The Price?
I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients? what should they do when a potential customer asks "How much will it cost?" as one of their opening lines. This focus on price is often a clue to indicate the prospective client may lack knowledge about what you really do. After all, if you were to engage someone else to do your work, you'd want to know more about them than just the price. Sounds obvious doesn't it. So... why do clients ask "How much will it cost?" before they really know what you can do? In my experience across many types of businesses, I've found that it's usually because they simply don't know what else to ask. So they focus on something they understand - price. But how do you get around the price without seeming like you're avoiding an answer? Go on the offensive. Investigate the situation. Use your expert knowledge to uncover what your client really needs. And do it quickly? this is not the time for your life story. When confronted with a question about the price you must be prepared to drop your defences and make sure your answer will really help the client. (Note: giving an inaccurate off-the-cuff reply or estimate may seem to relieve the tension, but will rarely help anyone make an informed decision.) In some cases, if you use a menu pricing approach (offering set prices for fixed tasks) this may not be much of an issue. But for the multitude of service providers where price is a function of the complexity of the job, then how you answer this question sets up the future relationship with the client. So when asked "How much will it cost?", try a response along the following lines? Example 1: Example 2: Example 3: Example 4: As you can see, the idea is to create an opportunity for you to find out more about the client and what they really need. Use your professional experience to ask insightful questions, and explain why it's important you know the answers. Plan your approach. Think about your pricing, write down what you need to say or ask, and practice with a friend or colleague. So when you face a real client you'll be comfortable with how to handle your response. In some cases the client may need to go away and get further information before they come back to you for a price. Fantastic! You're on the path to building rapport and generating trust with this client. Often the price ends up being a lot less important than the client first thought. Even better, you're not going to be caught in the situation of giving out a 'ball park' figure, only to have the client proceed with the job, (which often includes more than they first mentioned), and then say to you "But you said it would only cost X?" The questions you pose when asked about the price begin to form the basis of your agreement with the client. The scope of the project starts to be defined. Often the client will contact you with little knowledge of what they actually need. They only know their problem or situation - and they rely on your guidance. In a nutshell: 1) Respond positively. 2) Present the "big picture" of possible outcomes. 3) Ask questions to clarify the specifics of this enquiry. 4) Be the expert who can educate the client about making the right decision. 5) Present your price in relation to the "big picture" you have painted. In this way you can demonstrate your professionalism and interest in the clients wellbeing. Still wondering whether you should mention a price? Certainly - go ahead. As long as you have a clear understanding of what you are basing the price on. You really want to avoid guesswork. And remember? to get a clear understanding you may have to: > Conduct an on-site visit. > Meet with the client in person. > Undertake a needs assessment interview or questionnaire. Over the phone or in person. > Speak with the client on another occasion after you have more information. When it comes to price, take a professional approach. Don't shoot from the hip. (c) 2005 MySalesTutor.com Stuart Ayling is known as the 'Sales Tutor'. Stuart offers a unique sales training eCourse at http://www.MySalesTutor.com. This 16-day course give you the skills and confidence to handle any sales situation and close more sales. Stuart has developed this eCourse specially for independent professionals, service providers, and business owners, based on sales "best practices" and proven trust-based sales techniques. To get the eCourse visit http://www.mysalestutor.com/ecourse.htm
MORE RESOURCES: Sales - Google News Treasury to Sell Floaters in Second Half of Year, Dealers Say - BusinessWeek
Apotex pays Bristol, Sanofi damages over Plavix - Wall Street Journal
Beer sales could be boon for Arizona's universities - AZ Central.com
Fed Sells $6.2 Billion of Bonds From AIG Rescue to Goldman - San Francisco Chronicle
iPhone on Sprint: Great for sales, terrible for profits - Christian Science Monitor
Wells Fargo's Carroll eyes cross-selling by brokers - Reuters
Las Vegas Still Selling More Homes in January, Yet Prices Still Declining - World Property Channel
Newsstand Report: Sales Down Across the Board, Elle Plumets 18%, and ... - Fashionista
Average Salespeople “Fly By The Seat Of Their Pants” - Utah Pulse
|
 |
|
|
RELATED ARTICLES
A Pause For Thought You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only storage space required is a minute spot on your computer's hard disc. Complacency and Fear are Sales Busters Prospecting is the engine that propels anyone in sales. Without consistently initiating contact with prospective customers to talk with, your sales will plummet and everybody loses. Lance Has What It Takes Lance has what it takes and then some.Did you know . Define Your Best Customer To be more effective at developing relationships, one should always take time to describe their best customer. This is the customer that gives you the biggest bang for your buck. Lock, Stock, and Barrel! The other night I was watching a classic western from 1969, Sergio Leone's "Once Upon A Time In The West". There's a scene in this movie where an auction is being held for the widow Jill's land holdings. Get The Help You Need With Fund Raising Ideas There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Dont Be Macho Selling Ice to Eskimos This issue's topic was suggested by a sales rep for a small manufacturing company. I was asked to comment about the impact of excessive optimism on the part of salespeople and sales managers. How To Make The Most Out of a Business Networking Event You're not alone. Most people are uncomfortable walking into a roomful of strangers. Telephone Techniques TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. 7 Strategies for Writing Fundraising Letters Writing fundraising letters can be an effective way to request donations to a charitable cause. Letters are used for a variety of purposes and can be sent to a large number of people or a select few. 6 Creative Questions To Move From HOW Are You To WHO Are You Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously. The Importance of Good Sales Leads An important part of your business plan should be to generate a steady stream of qualified leads. Making sure that leads flow into your "pipeline" will be one of the most vital aspects of your overall business. How Can a White Paper Support Sales and Marketing? A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers. How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED There are several ways to get your information into the decision maker's hands.Use "The Stealth Mail Method". Schedule Telemarketing Time For More Success Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects you've never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them.Believe me, nobody likes telephone cold calling. Things You Need to Know Before Joining a Direct Sales Company A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up. "The Power Of Consumer Opinion, & How To Profit From It!" Selling is just a whole lot easier when you know what people really want.But unless you're psychic, or know how to do the Vulcan mind meld, "getting into their brains" is HUGE!I can't tell you how many times I've racked my brain trying to make sense of consumer opinion, & up until this point, I have to confess. Your Proposal Was Rejected... But Why? When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Clear Up Blurry Communication One of the top brewing companies in America is a consulting client of mine. However, during a seminar for a brewery management team, we were jolted by a "communication wake-up call. Mortgage vs. Real Estate Lead Generation It is fairly common for real estate companies and mortgage brokers to use leads. There is a difference between mortgage lead generation and real estate generation.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
