|
|
Like this article? PLEASE +1 it! |
|
Direct Sales Strategies: Overcoming Initial Resistance- We Just Want the Price
|
| Guest post by: Jon Gilge |
Article Overview: Your prospect tells you "We Just Want the Price." Before you respond with logical reasons that they should know your product first, remember, you are not responding to what the expression of initial resistance literally means, but to what the prospect is thinking he is accomplishing by saying it. Here's how.
![]() |
Free Download - Direct Sales Strategies: Overcoming Initial Resistance- I only have 30 minutes By Jon Gilge |
Direct Sales Strategies: Overcoming Initial Resistance- We Just Want the Price
Your prospect tells you...
"We Just Want the Price."
Well of course they do.
So
do I when I make a purchase, but I also understand that I need to know
more than just the price to evaluate the price in the context of what I
will receive for it.
Do your prospects know this too?
Yes they do.
So why then do they tell you so often that they just want the price?
The answer is that what they really want is control over the sales conversation.
Initial
resistance is based on the prospect's anxiety over the buying process,
and their fear of being "sold" something that they really don't need or
want. This anxiety is overcome later on in your sales presentation, but
in order to get to the presentation you have to overcome the initial
resistance to it.
Remember, you are not responding to what the expression of initial resistance literally means, but to what the prospect is thinking he is accomplishing by saying it.
Here's how a professional responds when a prospect tells you they, "just want the price."
"Mr.
Prospect, I'm glad you said that. My experience is that people who are
not interested in the price are not really interested in what benefits
my product provides. So I'm glad you want the price and I want to give
it to you as soon as possible. My promise to you is to get to the price
as soon as I can, which is as soon as I know if the product is even
right for you. Can I ask you a few questions to figure that out?"
By
validating the prospect's desire to get to the price, even welcoming
it, you can move the prospect into the initial phase of the
presentation- information gathering. If you insist on the presentation,
tell the prospect that you need to give him some information
first, or otherwise imply that you can't just give him the price you
will quickly cause the prospect to defend his request and further insist
on getting the price first.
Like most expression of initial
resistance, prospects who just want the price are attempting to gain
control over a situation that produces a great deal of anxiety for
them. As a professional salesperson it is your job to help them through
that anxiety so that they can evaluate the benefits of your products
and benefit from a decision to own it.
|
About the Author: Jon Gilge RSS for Jon's articles - Visit Jon's website Jon Gilge is the publisher of the popular Sales Giant Training Sales Blog that you can read here: Sales Training Blog and the author of the FREE 'Master Closing Guide' that you can download instantly at Overcoming Objections Guide. For more information on all of their sales training resources, including free sales training videos, please visit them at their online home at www.salesgianttraining.com Click here to visit Jon's website One-Call Close Sales Guide |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
What is Discretionary Cash Flow
Time management for DIY PR
10 Golden rules to survive the Global Crisis
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



