“When your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results.” – Ian Altman in today’s Tip 328
What will you do?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Altman. As a CEO for two decades Ian started, sold, and grew his business-services and technology companies from zero to over one billion dollars in value. He’s a co-author of the bestselling book, Same Side Selling and hosts the weekly Same Side Selling Podcast, and you can read hundreds of his articles on Forbes and Inc. Here he is with today’s tip:
Ian Altman: Hey, it’s Ian Altman. You just had an amazing meeting with a potential client and now at the end of the meeting they say, “Well, this all looks great but it’s just too expensive.” What do you do? Well, what you need to realize is that price separate from results is always going to seem too high. So if you spend time with your client or prospect, understanding what problem they’re trying to solve, what happens if they don’t solve it. And if you’ve done a good job using something like the same side quadrant tool to actually understand what results or success might look like for them, then when they challenge you with price, you get to counter with, “Well, if I understood correctly what you’re trying to achieve and where results need to look like, then my fear is that if we do something that’s less than that we’re not going to achieve the results. And my guess is it’s not a good deal no matter what it costs. If you don’t get the results that you need.” See if you are traveling with your family of five and you reserved a minivan and you get to the car rental counter and they say, “Oh, all we have is this two sitter.” For a fleeting moment, you think to yourself, “Maybe I could take one of the kids and no one will notice.” But you know, that really won’t work. And if they said, “I’ll give it to you for free”, it still doesn’t help you see results matter more than price. So when your clients challenge you with the prices too high, make sure that you know enough about their situation that you can focus on the results. Because once the client realizes you’re as committed to the results as they are, that’s when you end up on the same side. If you have any questions, just drop me a note to [email protected]
Scott Ingram: For links to all things Ian Altman, Same Side Selling and for the video version of this tip. Just click over to DailySales.Tips/328
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!