Why Do People Rush You To The Price?

9 years ago

What are you trying to sell?

They might not want to waste their/your time by listening if your services don't meet their budget, they might receive similar calls every day, you might be coming along too "salesy" instead of building rapport and addressing their needs.

Oh, and then there's the people who just don't like being cold called, regardless of offer.

That's a few things I can think of.

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laurencewins

9 years ago

People always want to know the bottom line. If you shy away from it, you will lose them immediately. I don't know what you are saying when you first speak to them but you need to be very smart about what you are doing or they will put the walls up.

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pauljg1

9 years ago

Originally Posted by laurencewins

People always want to know the bottom line. If you shy away from it, you will lose them immediately. I don't know what you are saying when you first speak to them but you need to be very smart about what you are doing or they will put the walls up.

Couldn't of put it better myself

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iamchrisgreen

9 years ago

"Is it just their excuse to get you off the phone"

It is exactly that.

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iamchrisgreen

9 years ago

Originally Posted by payoman

I am just frustrated and venting from cold calling. Also, quite jealous of these business owners who seem to just cruise along getting clients without lifting a finger...

Those people do not exist, trust me.

It would help at this point to tell us exactly what you are saying when you call these people up.

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Cringer

9 years ago

Have a look at Jason Kanigan's WSO. He has some exceptional techniques for cold calling.

From what Jason has taught me then asking for a price would hardly ever come up if the cold call is done right.

Good luck

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kenmichaels

9 years ago

"Is it just their excuse to get you off the phone, so they can get to the yes/no point and be done with it?"

A lot of times it is a buying signal, EVEN if they don't know it themselves.

By nature, people are not confrontational, so if they ask for a price, and they truly aren't interested then, they; now have to come up with an excuse to get you off the phone.

So they would rather get you off the phone without asking what it costs.... its easier
and less confrontational that way.

They key to getting a sale with a person like this is all in how you respond.

You need to take control of the conversation, when they ask YOU how much it costs
it puts them in control. You need take it back, fast.

So instead of thinking of it as a blow off, realize most of them are interested,
instead of getting frustrated, get excited... they just told you they are buyers,

now its up to you to close them.

Originally Posted by Cringer

Have a look at Jason Kanigan's WSO. He has some exceptional techniques for cold calling.

From what Jason has taught me then asking for a price would hardly ever come up if the cold call is done right.

Good luck

hey bro, if your have some time, call me in about 1 or 2 hrs.
ttyl

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JimOrr

9 years ago

Business Owners are busy people and get bombarded with cold callers all the time. You may be one in a long line of people that has called them over a short period of time and they are done wasting their time with it. How do you react when someone calls up at dinner time wanting to sell you something?

Try going out to their place of business. Become their customer and see if you can strike up a conversation. Go to social events and meetup groups where business people frequent. The first question you will get asked is, "so what do you do?"

Now you are having a conversation, not a sales pitch.

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ryanmckinney

9 years ago

I don't know if it is so much an excuse to get people off the phone. I have countless business owners calling me answering direct mail, and this is usually one of the first questions, if not the first question they ask.

I am pretty sure they are not calling me back to get me off the phone?

I also think you have some pretty good , well qualified answers above - just my 2c on the thread to answer your original question...

Ry

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Chronic IM

9 years ago

Hello!

There seems to be a problem with you introducing your product. If you really want people to buy your product, you have to sell yourself to them first. Be very creative in introducing your product. Sometimes, people are just not that interested anymore, maybe because they have encountered something like this before and didn't like where they ended up and yours is just another case for them. So, just try and be very patience.

Best of Luck!

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zannix

9 years ago

"That is a very good question, mr. prospect, and I promise I'll come back to that in just a minute, OK??"

- If he says OK, continue your pitch
- If he says: No, what's the price?, then you have someone who is either very cautious about buying decisions because he's been hurt in the past or you simply have an impatient douchebag who won't buy no matter how low the price is

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kenmichaels

9 years ago

Originally Posted by zannix

"That is a very good question, mr. prospect, and I promise I'll come back to that in just a minute, OK??"

- If he says OK, continue your pitch
- If he says: No, what's the price?, then you have someone who is either very cautious about buying decisions because he's been hurt in the past or you simply have an impatient douchebag who won't buy no matter how low the price is

I can tell you have experience selling residential with that statement.

However, when selling B2B the people are a little different, because of it you would be better off just

A) Telling them the price

B) Doing a takeaway

C) or saying a ridiculous high price, to shock em and gain control of the conversation

Next time it happens give one of those a try,
i promise you will LOVE the results.

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mojo1 9 years ago

Originally Posted by kenmichaels

I
B) Doing a takeaway

Hi Ken,

I think I understand your answers for A and B.

However, what is the 'takeaway' language in a situation like this?
- Thanks
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bob ross

9 years ago

I don't blame them for wanting to know the price right off the bat, wouldn't you?

I simply answer, "well, it depends." Then you move on to asking them more questions.

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Eddie Spangler

9 years ago

Here are a couple lines I like to use. Before you try this at home remember as always HOW you say things are more important than WHAT you say.

It doenst cost a penny if you dont like the idea otherwise its far less than you would imagine for something this good.
For a takeaway change "if you dont like the idea" to "if you dont qualify"

Another one
If I told you how little this cost over the phone you would immediately assume that it wouldnt work.

Regardless of what you say the goal is to disrupt their thought pattern and also regain control of the conversation. This is a little different than just putting off the answer.

Cool things to say are nice but nothing beats having the attitude that what you have to say is a big deal and if they dont listen they are missing out on something great. Truthfully if you dont have that attitude to begin with then you are already doomed.

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kenmichaels

9 years ago

Originally Posted by Eddie Spangler

Here are a couple lines I like to use. Before you try this at home remember as always HOW you say things are more important than WHAT you say.

It doenst cost a penny if you dont like the idea otherwise its far less than you would imagine for something this good.
For a takeaway change "if you dont like the idea" to "if you dont qualify"

Another one
If I told you how little this cost over the phone you would immediately assume that it wouldnt work.

Regardless of what you say the goal is to disrupt their thought pattern and also regain control of the conversation. This is a little different than just putting off the answer.

Cool things to say are nice but nothing beats having the attitude that what you have to say is a big deal and if they dont listen they are missing out on something great. Truthfully if you dont have that attitude to begin with then you are already doomed.

Eddie !!!

Man, you are spot on with that one brotha. Nice.

In case you guys aren't aware of it, little things like what eddie said
make ALL the difference between getting consistent sales vrs having nothing but frustration.

It also shows you real quick who the real salespeople, with real
experience are.

Good stuff brotha,
i hope you continue to contribute, a lot of people could learn from you
... if they get over themselves and actually listen.

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TopKat22

9 years ago

Getting clients has never been an issue for me. But that is because I have a huge network of people who know me from my prior successes.

I would advise someone new to get in the door by offering to "show them what you can do for them" by offering something free. Then when they ask you the price, say this first step is free and I will achieve ________ for you.

Now, you have their attention. Then, make the first paid project be something they can afford. Then once you build a good reputation with them, increase and expand what you offer.

If you get results for clients, they will want you to do more and will tell other business owners they know about how you helped them increase sales, income, etc.

From there, it just grows until you have too many clients to even deal with.

The key is to get results for them.

Good luck.

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econnors

9 years ago

I think this is thinking too much into it. If they rush you to the price, tell them, and if they can't afford it get off the phone. They have saved you some steps in qualifying and presenting. Keeping them on the phone would have only wasted your time.

Otherwise, they are either asking because they are ready to buy or price shopping.

Either way it goes, don't think too much into it...

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mrinternational

9 years ago

Originally Posted by payoman

... Also, quite jealous of these business owners who seem to just cruise along getting clients without lifting a finger...

That's what it may look like, that's even what they want you to think, that they hardly break a sweat, that its so easy, that it comes natural.

This can be 2 things really:

a) Better prospecting, getting qualified leads, paying for leads, good networking.

b) These people that seem to have all the glory without even trying, are doing just that to seem incredibly smarter than you, more powerful than you etc. to demoralize you or to be seen this way in the eyes of potential customers. So the next time somebody needs what they offer they will gravitate towards them because of how in control, calm and collected they are, radiating all this self confidence. It's seductive don't you think?

In either case don't hate, emulate.

You don't have to lie just don't make a big deal about how much work it is to get customers, even if it is.

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Kirahster

9 years ago

I work as a real estate agent and I frequently get sales calls. One thing that I have been thinking about investing in is a new IDX solution. I know exactly what I want, I know the competitors price so when someone calls me, describes what they are offering, I will ask how much because I immediately know, based on past research, if I am interested in continuing the phone conversation or not.

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believemarketing

9 years ago

its only normal for prospects to ask that... they are not interested in wasting time, just like us.....

i usually give them a ball park number and an 'it depends' .... works like a charm, they will either invite you to a meeting or simply say no....

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azurews

9 years ago

You could respond that you have various packages and learning more about their business and the needs of their business would help you to provide them with the best deal suited for them.

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mayankgangwal

9 years ago

Really warrior is wounderfull and all people is just cool. Love the way all really replyied and just having the same problem.

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zentess

9 years ago

Originally Posted by payoman

I find myself coming across people during my cold calls, that simply ask you 'how much?' without even listening to you explain the services/benefits.

Is it just their excuse to get you off the phone, so they can get to the yes/no point and be done with it?

I think people are just fracking tired of called callers wanting the sell them. It's a hard time, crises, no one wants to spend anything. My feeling anyway.

Originally Posted by payoman

Also, quite jealous of these business owners who seem to just cruise along getting clients without lifting a finger...

Oh, yeh??? In a fairy tale only. Show me some!

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Jason Kanigan

9 years ago

Have a look at this. It'll help a lot.

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rhinocl

9 years ago

Even on this forum in 'People wanting to hire you', you see a ton of ads for people asking for quotes without even a basic description of what they want.

Works the same on a phone call. You should be able to hold off on an answer until they provide you with enough information for a proper quote. If coming up with a price on the spot scares you then collect an e-mail address and tell them you'll e-mail them a quote by tomorrow noon. Now you have a great excuse to call them back to make sure they understood the quote and explain anything they didn't understand.

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