Stress-Free Selling® - Don't Talk Price Until...
Stress-Free Selling® - Don't Talk Price Until...
Almost every salesperson has experienced the “How much does it cost?” disqualifier disguised as a question within the first minutes of a sales call. In these instances, whatever price you give, the response will most likely be “Your price is too high” or “My budget is spent.” Whether you get knocked out within the first few minutes or after an hour long presentation, you are prolonging the sales process...in some cases indefinitely when you talk about price before they’re ready to buy. So what can you do?
Talk about price when they want your product.
When was the last time you purchased something before you wanted it...even if the price was low? ”That’s crazy, Jenae,” you’re saying. Of course it is. No one buys things they don’t want. And when we don’t want something, the price is always too high.
Yet, I have heard salespeople offer reduced prices before they had an inkling about their prospect’s needs. Plus, after you cut rate, if they’re not interested, where do you go from there? You’re stuck. You find yourself calling asking, “Have you made a decision?” when you know the answer is “No” or not calling because you know they’re not interested. You wasted a lead because the time you chose to speak price was too early. It was before they wanted to do business with you. You used your trump card and now have nothing to pull out.
When is the sale made?
Unless you are one of the few one-call-close businesses, you can probably count the number of one-call-closes you’ve experienced in your life on your hands. They happen infrequently. If one-call-closes are rare, this means people do not buy on the first call. If sales are not made on the first call, why go to what would otherwise be the natural conclusion of the sale on the first call? After you talk rate, the next logical place to go is a sale. But if they’re not ready to buy, you get stalls, objections or lies.
When you talk about price on the first call, you set yourself up for NO, because prospects are not ready to buy. When we talk price on the first call, we also set ourselves up to be unable to speak with our prospects again. They think they have all the information they need, so why bother.
Are you having trouble getting your prospects on the phone after your first presentation?
The solution is easy: Don’t talk price early, and they will want to speak with you, because you still have something they want to know.
Secrets of the First Call
Use this visit 100% for Fact Finding. Tell them you will share ideas with them that will help them achieve their goals. Since you will ask 30-60 minutes of questions, you will have a ton of pertinent information which should lead to ideas they can use whether they do business with you or not. By becoming a resource to them, they will look forward to your next call instead of avoiding it. In fact, you will be able to schedule your next meeting with them prior to leaving this appointment, eliminating the chase completely.
On your follow up visit, confirm their goals and that nothing is missing. Show them how you can help them reach their goals. Then Check In and confirm your proposal meets their needs 100%. At this point, you still haven’t talked price...but they are desiring your product. At this point, you will hear, “I guess the only thing I need to know now is how much is it,” which is music to your ears. Contrast this with “How much is it?” said with an attitude and tone you know means they’re not interested!
When prospects want what you are selling, selling is easy and stress-free. Create desire before talking price, and sales will be larger, more frequent and longer lasting.
Here’s to stress-free sales,
Jenaé Rubin
StressFree Selling Dont Talk Price Until - To learn more about this author, visit Jenaé Rubin's Website.
Like this article? Share it with your friends
Don’t Talk Price Until... They’re Ready to Buy!
Almost every salesperson has experienced the “How much does it cost?” disqualifier disguised as a question within the first minutes of a sales call. In these instances, whatever price you give, the response will most likely be “Your price is too high” or “My budget is spent.” Whether you get knocked out within the first few minutes or after an hour long presentation, you are prolonging the sales process...in some cases indefinitely when you talk about price before they’re ready to buy. So what can you do?
Talk about price when they want your product.
When was the last time you purchased something before you wanted it...even if the price was low? ”That’s crazy, Jenae,” you’re saying. Of course it is. No one buys things they don’t want. And when we don’t want something, the price is always too high.
Yet, I have heard salespeople offer reduced prices before they had an inkling about their prospect’s needs. Plus, after you cut rate, if they’re not interested, where do you go from there? You’re stuck. You find yourself calling asking, “Have you made a decision?” when you know the answer is “No” or not calling because you know they’re not interested. You wasted a lead because the time you chose to speak price was too early. It was before they wanted to do business with you. You used your trump card and now have nothing to pull out.
When is the sale made?
Unless you are one of the few one-call-close businesses, you can probably count the number of one-call-closes you’ve experienced in your life on your hands. They happen infrequently. If one-call-closes are rare, this means people do not buy on the first call. If sales are not made on the first call, why go to what would otherwise be the natural conclusion of the sale on the first call? After you talk rate, the next logical place to go is a sale. But if they’re not ready to buy, you get stalls, objections or lies.
When you talk about price on the first call, you set yourself up for NO, because prospects are not ready to buy. When we talk price on the first call, we also set ourselves up to be unable to speak with our prospects again. They think they have all the information they need, so why bother.
Are you having trouble getting your prospects on the phone after your first presentation?
The solution is easy: Don’t talk price early, and they will want to speak with you, because you still have something they want to know.
Secrets of the First Call
Use this visit 100% for Fact Finding. Tell them you will share ideas with them that will help them achieve their goals. Since you will ask 30-60 minutes of questions, you will have a ton of pertinent information which should lead to ideas they can use whether they do business with you or not. By becoming a resource to them, they will look forward to your next call instead of avoiding it. In fact, you will be able to schedule your next meeting with them prior to leaving this appointment, eliminating the chase completely.
On your follow up visit, confirm their goals and that nothing is missing. Show them how you can help them reach their goals. Then Check In and confirm your proposal meets their needs 100%. At this point, you still haven’t talked price...but they are desiring your product. At this point, you will hear, “I guess the only thing I need to know now is how much is it,” which is music to your ears. Contrast this with “How much is it?” said with an attitude and tone you know means they’re not interested!
When prospects want what you are selling, selling is easy and stress-free. Create desire before talking price, and sales will be larger, more frequent and longer lasting.
Here’s to stress-free sales,
Jenaé Rubin
StressFree Selling Dont Talk Price Until - To learn more about this author, visit Jenaé Rubin's Website.
Like this article? Share it with your friends
| |||
 |
No article feedback found. | ||
|
Leave Your Feedback | ||
|
|||
 Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets
| |||
| Many Sales people believe that prospects won't talk about their budget. They avoid talking about money for fear that it will offend or scare off the prospect. The fact is that this is a very poor strategy. Part of s... |
|||
|
For Sale: Most Expensive VC Home in Country
| |||
 Here's one way to sidestep having to raise money from LPs: Sell your house for $76-million. |
|||
|
Stress-Free Selling® - Don't Talk Price Until...
| |||
| Don’t Talk Price Until... They’re Ready to Buy!
Almost every salesperson has experienced the “How much does it cost?” disqualifier disguised as a question within the first minutes of a sales call. In these insta... |
|||
|
Seth Godin Reinforces the Proper Sales Process
| |||
| When I help companies with their sales process it always leads to:
* shorter sales cycles as a result of the process itself
* higher average sales as a result of the value added to the process
* hig... |
|||
|
Stress-Free Selling® - How to Talk About Increasing Prices
| |||
| Are your rates increasing? Are you concerned about how your customers are going to take it? Are you having a hard time passing along the increase? Follow three simple steps and you will make telling your customer... |
|||
| |||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
 Jenaé Rubin (Visit Jenaé's Website) Overcome Overcoming Objections! Meet Jenae • Hands-on sales and marketing expert since 1980. • Consistent record of increasing sales, revitalizing ailing products, creating new products and adding profit centers to existing products. • Proven history of rocketing products to #1. • "Increase Sales" is my mantra. • Reversed 3-year revenue fall in 3 months. • Took product from 17th to 3rd in one year. • Increased revenue 300+% in 3 years. • Improved revenue per customer 22% in one month. • Raised fragrance line from slowest seller to middle in highly competitive fragrance industry at major department store in six months. • Increased revenue 41% with nominal increase in customer base. • Designed strategies to eliminate rate cutting, increase profitability. Jenae is the creator of the Stress-Free Selling® approach. Learn more about this program at Sales Powerhouse - Overcome Overcoming Objections
|  |
 |
|
|
 |
| Jenaé Rubin Video - Jenaé Rubin finds that salespeople create most of their own obstacles. They call them objections. There are easy things you can do to overcome objections and make most of them disappear. We call this strategy Stress-Free Selling (TM). |
|
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
 |
 | ||
 |
||
 |
||
 |
||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 |
 Marketing Effectiveness Canadian Leadership Purpose of Value Propositions Authentic Leadership Article Syndication |
|
 | ||
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
 |
Email The Reporters
Press Release Builder | |
| ||
 |
|
|
|
|
||||||||||||||||||
 |
|
|
||||||||||
