The price question during the sale

10 replies
As you know often clients ask about price early on.
Do you flat out answer or do you prefer to redirect them/lead the convo before you give the quote?
#price #question #sale
  • Profile picture of the author iAmNameLess
    I tell them. Why beat around the bush? Most of the time they already know what they can afford. If you're too high then why continue to waste your time and theirs?

    If it is an inbound lead, the key is to have them qualify themselves before you even say hello.
    {{ DiscussionBoard.errors[9718684].message }}
  • Profile picture of the author markeeter
    I'll give it to them straight. They know their budget, and I think no matter how good I may be they won't hire me if they can't afford my skills so why waste my time?
    Signature

    Having Email Deliverability issues?
    Head off to Winning Email for a free checkup!

    Looking for a freemium Social Media Manager?
    You may wanna check out DoSocial

    {{ DiscussionBoard.errors[9718692].message }}
    • Profile picture of the author Electrical
      Originally Posted by markeeter View Post

      I'll give it to them straight. They know their budget, and I think no matter how good I may be they won't hire me if they can't afford my skills so why waste my time?
      I don't really believe in the budget thing, it's just an arbitrary number.

      I've had people with a $3,000 budget to reno their basement and I have talked them into a $10,000 overhaul. It's funny how the budget goes out the window when you put good ideas into people's heads.

      I've done this type of thing many times, but not thru salesmanship, I have none of that. I do it thru open and honest conversation and ideas of the future.
      {{ DiscussionBoard.errors[9719360].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by Electrical View Post

        I've done this type of thing many times, but not thru salesmanship, I have none of that. I do it thru open and honest conversation and ideas of the future.
        That IS salesmanship.

        Fancy phrases, fooling people, features & benefits...those are all outdated and poor methods and ideas of selling.

        Finding out what your customer truly believes, and having the conversation to find out what they really want, is selling.

        Funny how few people actually want to take the time and effort to do it.

        Instead, they think pushing features and benefits at prospects is what's going to work.

        **

        As others have noted, Price is best dealt with up front, before you talk with a prospect...and it is an arbitrary number except when you choose for it not to be. I have taught people for years how to create value by tying the price of your solution to the size of the prospect's problem. Then it's easy for them to say Yes.

        When you say a price that has no relation to anything, of course there is going to be resistance. But when you get the prospect to tell you how bad their problem is, and how big it is, and then your price is a percentage of that figure, they nod and agree.
        {{ DiscussionBoard.errors[9719479].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by Electrical View Post

        I don't really believe in the budget thing, it's just an arbitrary number.

        I've had people with a $3,000 budget to reno their basement and I have talked them into a $10,000 overhaul. It's funny how the budget goes out the window when you put good ideas into people's heads.

        I've done this type of thing many times, but not thru salesmanship, I have none of that. I do it thru open and honest conversation and ideas of the future.
        What Jason said. You're selling.

        As humans, fort some reason, it's almost impossible to get someone to admit that they are selling. Or, that they are good at it.

        What you are doing is competent selling.


        Originally Posted by theinfomaven View Post

        As you know often clients ask about price early on.
        Do you flat out answer or do you prefer to redirect them/lead the convo before you give the quote?

        I want then to have at least an idea of the price/costs as early as possible. That gives them time to let the price soak in. It also makes the price less of a shock.

        I never redirect them. I just tell them. And I tell them as though it's nothing. They get quite a lot of their reaction..by how you tell the price.

        We have really beaten this to death in lots of other threads here.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
        {{ DiscussionBoard.errors[9720830].message }}
  • Profile picture of the author Rus Sells
    If it is an inbound lead, the key is to have them qualify themselves before you even say hello.
    This THIS and THIS again!
    {{ DiscussionBoard.errors[9719027].message }}
  • Profile picture of the author Ron Lafuddy
    Or... you can add some real sales skills to the process, as discussed here

    http://www.warriorforum.com/offline-...vanishing.html
    {{ DiscussionBoard.errors[9719216].message }}
  • Profile picture of the author Triplescan
    A good idea would be to not bluntly cut them off with the direct price. Try to talk more about what they want, explain them what the work supposes, how many hours, how complex it is. Give them examples of prices asked by others. And only after this small talk, tell them the price. You might want to tell a bigger price in order to negotiate after and still remain profitable for you. Of course not a huge sum, but a bit bigger than what you would like to receive. All the best!
    Signature
    {{ DiscussionBoard.errors[9719242].message }}
  • Profile picture of the author Robinsh123
    Be bold and tell them that what would be the cost of your services and
    see if the client could afford your services or not.
    Signature
    You can save upto 75% on this awesome deal, so hurry up and GRAB it before the price hike.
    {{ DiscussionBoard.errors[9719251].message }}
  • Profile picture of the author jamesfreddyc
    Just quantify the amount that their problem is costing them in their business, show the actual numbers to them and contrast that $ amount with the cost of your solution.
    {{ DiscussionBoard.errors[9719287].message }}

Trending Topics