In Sales Tip #4: Deb Calvert provides 5 different strategies for dealing with a prospect who asks about pricing prematurely.
Watch this space for a shareable video of the tip coming in the next couple of weeks.
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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 Deb Calvert. Deb is the President of People First Productivity and the Founder of the Sales Experts Channel, which I’ll tell you more about in a minute. First, let’s hear what Deb has to say.
Deb Calvert: Boom! The buyer just asked you a premature price question. What will you do? You could dodge the topic. You could give a clever response. You could explain that you’re aren’t ready to answer that question. You could offer a price range, or you could simply answer the question. Right away, in a straight forward no more mystery kind of way. You could give an actual price quote, even though the value hasn’t been established, and despite the fact that the steps in your sales process haven’t been completed. That’s what buyers are asking you to do.
In our research with 530 B2B buyers, one of the most desirable seller behaviors according to buyers is that the seller fully answers my questions and provides information that is relevant, timely and useful. How can you provide that price answer right away, meet buyer demands and build value? Well, you’ll be building value by answering the question because you are responsive. Being responsive suggests that you tuned into the buyer’s need and that you’re unashamed of your prices. Being responsive shows you to be transparent and trustworthy. To answer the price question right away while also building value. Try one of these five strategic responses: Be sure your tone is a matter of fact and direct. That you’re conveying confidence and transparency. Your first option is to quote the price and add a question. You would say something like: “The preliminary price is ____,
Scott Ingram: Today’s question is simply this: How do you deal with the premature price question? Does one of the 5 strategies that Deb suggests resonate with you, or have you found another way that has proved to be particularly effective? Share your thoughts at Daily Sales Tip 4.
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