{"id":1254,"date":"2019-01-23T04:30:34","date_gmt":"2019-01-23T10:30:34","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1254"},"modified":"2019-01-24T01:55:36","modified_gmt":"2019-01-24T07:55:36","slug":"sales-tip-4-premature-price-question-deb-calvert","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-4-premature-price-question-deb-calvert\/","title":{"rendered":"Sales Tip 4: Dealing with the Premature Price Question – Deb Calvert"},"content":{"rendered":"
\n

\"DebIn Sales Tip #4: Deb Calvert provides 5 different strategies for dealing with a prospect who asks about pricing prematurely.<\/span><\/p>\n

Watch this space for a shareable video of the tip coming in the next couple of weeks.<\/em><\/p>\n<\/div>\n

Which of Deb\u2019s strategies resonates most with you? Do you have your own successful approach to dealing with prospects asking about price early?<\/strong> Join in the discussion below.<\/div>\n
\n
<\/div>\n
Then subscribe to The Sales Experts Channel<\/a> and follow the links below to get more from Deb Calvert:<\/div>\n
<\/div>\n
Deb on LinkedIn<\/a>
\nPeople First Productivity Solutions<\/a>
\nDISCOVER Questions Get Your Connected<\/a><\/p>\n
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Transcript<\/h3>\n
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Scott Ingram: You\u2019re listening to the Daily Sales Tips Podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Deb Calvert. Deb is the President of People First Productivity and the Founder of the Sales Experts Channel, which I\u2019ll tell you more about in a minute. First, let\u2019s hear what Deb has to say.<\/p>\n

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\u2019re aren\u2019t 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\u2019t been established, and despite the fact that the steps in your sales process haven\u2019t been completed. That\u2019s what buyers are asking you to do.<\/p>\n

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\u2019ll be building value by answering the question because you are responsive. Being responsive suggests that you tuned into the buyer\u2019s need and that you\u2019re 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\u2019re conveying confidence and transparency. Your first option is to quote the price and add a question. You would say something like: \u201cThe preliminary price is ____,\u00a0and that includes ____. What criteria, other than price, will you be using to make your final decision?”\u00a0<\/blank><\/blank>Option two: Price plus benefit. You\u2019d say something like: \u201cThe preliminary price is for the option\u00a0____. What this means to you is that you\u2019ll have ____. How important is this benefit to you?\u201d\u00a0<\/blank><\/blank><\/blank><\/blank><\/blank>Option number three. Price plus personalization. \u201cThe preliminary price is for our package. I\u2019m thinking this is the right package for you because you want to ____. So, let me just ask you some additional questions to confirm that I\u2019m on the right track.\u201d\u00a0<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank>Option four: Price plus urgency. \u201cThe preliminary price is ____ and we can honor this special offer for the next 48 hours. I\u2019m mentioning this because it sounds like the price is important to you. What will the impact of this cost savings opportunity be on your decision-making process?\u201d\u00a0<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank>And finally option five, it\u2019s price plus a budget check. \u201cThe preliminary price is ____. Tell me how this sounds in terms of your budget and the prices you\u2019re hearing from others.\u201d<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/p>\n

Now, in all of these, the word preliminary is important unless your prices are absolutely fixed. Be sure to use that word, and then proceed with confidence. Get those answers to your questions and move forward to advance the sale not leaving the customer out there in left field still wondering about the price.<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/div>\n

\nScott Ingram: Today\u2019s question\u00a0is 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.\u00a0<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank>There you\u2019ll also find a link to Deb\u2019s book DISCOVER Questions, as well as details on how to subscribe to the Sales Experts Channel where you will find tons of webinars and other great resources.<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/div>\n

\nThen make sure you\u2019re subscribed to this podcast and come back tomorrow to hear from Jeffrey Gitomer.<\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/blank><\/div>\n<\/div>\n
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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. Which of Deb\u2019s strategies resonates most with you? Do you have your own successful approach to dealing with…<\/p>\n","protected":false},"author":2,"featured_media":1255,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[43],"class_list":["post-1254","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","tag-price","entry"],"yoast_head":"\nSales Tip 4: Dealing with the Premature Price Question - Deb Calvert - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-4-premature-price-question-deb-calvert\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 4: Dealing with the Premature Price Question - Deb Calvert - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"In Sales Tip #4: Deb Calvert provides 5 different strategies for dealing with a prospect who asks about pricing prematurely. 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