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How to close the telephone price shopper

Guest post by: Bob Janet

Article Overview: Most people in the selling business feel the telephone price shopper is the toughest sale to make. But the top sales producer don't feel that way. Because they know how to control the sale and change the shoppers focus from price to the benefits they want to receive from the product / service.

How to close the telephone price shopper

When they ask you, "What is your price?" Which they usually do before you have finished your greeting you immediate say,

"Prices is no problem we guarantee you the best deal!" (or the greatest value).

Now make their needs most important and price less important:

You then continue,"Let me make sure I understand exactly which of our ____________(name the product / service) will solve your needs."

Now ask them the 3 Golden Questions:

(1) How are you going to use your _________________(product / service they are purchasing)?

Ask them to fully explain so you and they are fully sure what they are going to purchase will take care of all their needs.Ask them to elaborate. They will because people like to talk about their needs.

(2) What do you expect from our company before and after the purchase?

As they tell you what they expect, assure them you will deliver. Tell them how you will deliver and your guarantee.

(3) What do you expect from me as your sales representative? Again as they tell you what theyexpect from you, assure them you will deliver what they expect and more.

Hit them with the BENEFITS People may telephone to shop price, but they buy VALUE. The Value they buy are your benefits. Product benefits, Company benefits and your Personal benefits. Now is the time to hit them with as many benefits as needed to set up the close of the sale.

The asking for the sale. Match your benefits to the needs they told you they have when you asked them how they are going to use the product / service they are purchasing.



ASK FOR THE SALE

90% of sales people do not come right out and ask for the sale because they are afraid of rejection. They are afraid of hearing the word "NO".

All you have to do so you never hear the word "NO" is give the customer CHOICES. Choices between different products and different services that will solve their needs.

Follow - Up

If you do not close the sale the sales process is not over. All you have to do is make a follow-up call to the customer. Follow-up with more benefits they will receive when purchasing from you. Many times I have seen sales made on follow-up calls just simply because the follow-up call was made.

Your competition usually is not making the calls. Follow-up even if you do not make the sale. Call the lost customer. Thank them for giving you the opportunity to do business with them. Ask them why they did not make the purchase from you. You will find out valuable information to help you close the next sale. Send them a hand written thank you not. Your competition is not doing that and you will build a relationship, if you continue to follow-up with them, that will create future business.

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Article Tags: profits, retail, sales, sales training, wholesale



Related Forum Posts
Re: Those Annoying Telemarketers - Hi Russell, Nice result! I can see why you'd want to pick up the phone every time! It is true that I work in a phone-free bubble! Here in Japan, if and when I recruit new students it seldom happens via telephone, or rather, the telephone is not the first point of contact but the final clincher.
Re: Matching competitors prices - beware - [quote="BuzzAroundBooks":3ga2u10u]While I agree that getting into a price war should be avoided if possible... on rare occasions, it's not a bad idea to match someone's price (or even beat it) if you're doing it "one time" to land a new customer. For instance, I was recently looking for the best price on a [u:3ga2u10u]specific[/u:3ga2u10u] flight to NY and a customer service rep from Flight Centre ended up taking zero commission to help me book my flight. In fact, she even beat the price by $5 in the hopes of creating brand loyalty for the future.[/quote:3ga2u10u] Matching prices that are close is one thing - but there are times when an inferior competitor can do a job much cheaper - because they are doing a lesser job. There have been times when I'm more expensive, but I'll take the time to explain the reason for the difference. If the person wants a lesser job - then it does not work in my favor to drop my price and take a loss. Customer expectation can make a difference in when this should be done. There is a company who offers work that is somewhat similar to mine, but its just not the same value service and they can undercut my price because they cut a lot of corners. I'm not willing to cut that many corners and that makes a big difference in the amount that we charge. For a person who business who recognizes the difference and some who want to send me business, I'll work with them on the prices or pay them a finder's fee. Lots of possibilities - but I've found it better to evaluate the situation and see if it makes good business sense. Shri
Re: Matching competitors prices - beware - While I agree that getting into a price war should be avoided if possible... on rare occasions, it's not a bad idea to match someone's price (or even beat it) if you're doing it "one time" to land a new customer. For instance, I was recently looking for the best price on a [u:2rhwa2wg]specific[/u:2rhwa2wg] flight to NY and a customer service rep from Flight Centre ended up taking zero commission to help me book my flight. In fact, she even beat the price by $5 in the hopes of creating brand loyalty for the future.
Re: need pricing help please - I think you could be selling yourself short. Plus you may be focused on the wrong things when it comes to pricing your products. What will your buyers be able to do or get as a result of your product? How much would that be worth to them? Buyers will gladly pay over $100 for a one page report because it tells them exactly what to do to overcome a specific difficult to solve problem. Even when that information can be found free elsewhere. I know it's hard not to compare your eBook to a physical book. Yet, that may not be a fair comparison. Another thing to consider is the perceived value when a product that sounds great comes with a very low price. Some potential buyers will doubt the value of your product because the price seems way too low for the result it promises. There's a quick and easy way for you to discover the right price though. Open a Google Adwords account ($5) and then set-up a multi-variant test for different price points. If you have a decent amount of traffic you'll quickly discover the best price.
Can consumers reduce the price of gas? - Hi Everyone, I just wanted to get your opinion on someone's suggestion that we as consumers can actually reduce the price of gas if we were to simply stop supporting the two biggest companies, Esso and Shell. The logic behind this "price war" theory is that if no one buys Esso and Shell gas, then they'll be forced to lower their prices and then the other smaller companies will follow suit as well. Is this a myth or is there actually any truth to this gas price reducing strategy?


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