When your prospect asks you about the price of your product or service, what's important is not that you tell them, (which is perfectly fine, by the way) but rather what happens next. Ask yourself, “What do you say after you give them the price?" 80% of your competition either:
1) Remain silent, waiting for them to ask another question
2) Keep pitching their product or service.
3) Move onto another qualifying question.
Guess what? All these responses are wrong. If you do any of these, you're missing a golden opportunity to find out where your prospect stands in regards to budget. The right question? Ask them how they feel or where they stand in regards to the price you just gave them. Use any of these:
1) “How does that price sound to you?”
2) “Is that within your budget?”
3) “Which of those price points appeal to you the most?”
4) “Is that what you are looking to spend?”
Whenever your prospect asks about the price, and you give it, you deserve and must qualify on it. The Top 20% automatically do and move that much closer to getting the information they need to close the sale.
The other 80%? They miss this golden opportunity because they don't qualify for it. From here on out, incorporate these price-qualifying questions each and every time your prospect asks you the price of your product or service. You'll be amazed by how much more information you’ll get, how much more control over the sales process you’ll have, and how much better your results will be.
How to Handle the Price Objection - To learn more about this author, visit Mike Brooks's Website.
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Mike Brooks
(Visit Mike's Website)
Mike Brooks is president of, Mr. Inside
Sales, a Los Angeles based inside sales
consulting and training firm that teaches
companies and sales reps how to become Top
20% producers. A published author,
executive coach and sales trainer, Mike
has been teaching the skills, techniques
and strategies of Top 20% sales
performance for over 25 years.
Mike specializes in working with business
owners who have under performing outbound
or inbound inside sales teams either
business-to-business or business to
consumer. He offers FREE Closing Scripts,
and a FREE audio program designed to help
you double your income selling over the
phone. If you want to close business like
a Top 20% Producer, then learn how at: www.MrInside
Sales.com
If you found this article helpful, then
you will love Mike’s new book: “The REAL
Secrets of the Top 20% - How To Double
Your Income Selling Over the Phone.” You
can read about this by clicking here: www.mrinsidesales.com/bookmar
keting.htm
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