When to talk price and answer questions

If you asked a question in a presentation, when would you want it answered?

I always answer those questions right away. If it's early in the presentation I may say "Well, if you want me to do everything I may propose, the total will be $5,000. Let's find out what you actually need done, and then I can give you a firm price on the work I'll be doing. OK?"

Never be afraid to throw out a price. If they don't go into immediate convulsions...it will give them a little time to get used to the price.

If they start asking lots of questions, they may derail the whole thing. Unless the answer to each question furthers the sale. And it should.

Any question they ask that you don't have a perfect answer for? Go over the question after you leave. Create an answer that furthers the sale. Memorize it.

After doing that for a year? You'll be Invincible.

How you answer those interruption questions will determine if they buy. Try to find an opportunity to say "No" to something.

You want to be very "Matter of fact" when answering questions.

One thing I have seen work is to be right upfront with the price.

"Just to let you know, my minimum project is $5,000."

They will either choke, or set an appointment. If they choke, they probably were a weak prospect to begin with. If they set an appointment, you have a good chance at selling.

You could start your appointment with that line and see how they respond. They might tell you to leave. Great, you didn't waste your time. If they want to hear more, you have a good chance at closing.

Price can be a filter in the service business. This isn't so much true for products.

Anyone want to join me for this meeting? lol

Price should be talked about somewhere along the line of the beginning of the meeting, but not right away.

Dan is right though about being upfront and not saving it for the end. You also want to be confident in your price and to explain to them about what it is you can give them for the price you are asking them.

Not the best idea to be spending your time meeting with people who haven't been qualified as to a budget range in the first place.

And at the meeting if price is brought up prematurely, car dealerships out of all people ought to know we "brush aside" the price question.

That doesn't mean telling them all their price questions will be answered at the end. When they bring it up, they kind of want to know. So telling them then to hold it comes off as dodgy. Old school. Salesy.

Try this instead: Set the agenda. Tell them up front before you start what the outline is - and get their agreement. "First, let's talk about... then we'll look at... and then I'll go over pricing options and give you all the information you need, OK?"

They now know you'll get to the price and have agreed to when.

Now if they bring it up, brush it aside and get back on topic. "Absolutely want to give you pricing but first let me ask you..."

They bring it up yet again? Answer it. Give them a range. Then get back on topic.

But again, shouldn't be meeting with people unless they have some idea of what it may cost.

Thanks a lot Claude. Yea 1st dealer. My offer is going to include at no charge 2 hours of consulting for whatever they need (they definitely need it) and hand holding on my strategy until we get it right.

Basically what I'm recommending is using a hyper targeted lead gen display ad to drive traffic to an optin where they prequalify and then to a simple one page used car site with all their inventory and a "quality assurance" and testimonial video. Plus autoresponder emails of course.

Based on our 1st meeting, I'm sure he (the owner) is going to like it. He's already got a pretty good idea of the strategy. I hope the internet manager likes it because he's probably the main other guy.

Oh I think you're being sarcastic?

Well, if you're doing recon then that takes care of qualifying for budget.

Nuh.

That sounds like if he gives you a number you're going to take advantage of him.

Besides, he'll lowball you. When you return you sell him on your value and then give him a number.

I don't even see why anything should be said at that point. He invited you back to present.

What you want to do is simply avoid giving out free ideas he'll take elsewhere or try to do himself.

Not only what Claude said about this being someone's baby (maybe his wife?) but you don't remove marketing, you add to it. If he stops doing what's bringing business in you'll hurt him. It's against his best interests to stop right now for something untried. If and when your stuff excels over the billboards, that's when you can recommend stopping them.

To hell with the autoresponders. Car sales happen in about a three day to three week window. You got to get the customer into the dealership fast. Their potential customers are likely already shopping the competition's web sites. You need more than that.

You need a hook to bring them in.

You might need him on your side. He makes money when it's an internet lead that comes in and buys. Is he going to take the reins? Show him how he's going to bring in more foot traffic to the dealership. But if this is a situation the dealership won't pay commissions to him for then he may be against it. Find out which end is up.

Also confer with Aaron Doud. He's in vehicle sales.

You're very kind.