Many sales calls have a common pattern. The Client or Buyer asks: “What is the price?” The sales person responds: “it’s ___________”. There is an uncomfortable pause as the Buyer begins thinking about any number of things including: budget, timing, better price, other vendors, history, ending the meeting, waiting and many more. It’s not always this way, just often.
When it’s time to talk price, either they will ask (very common) or we will quote. A simple rule applies here: Never Leave Price Alone.
Here’s how: “The price is __________, which includes… (This is where you connect the price to the desired outcomes of the Buyer).
Here are a couple of examples. These are simplistic. You should use your own style and create a script that is High FOCUS, fluent, and YOURS. Note: This is another use of A2-I2.
Your investment will be $________. This includes, the equipment discussed, your team fully trained, 24/7 support as well as upgrades to the software. You’ll be up and running 8 weeks from placing the order. You should have your money back in less than 15 months. Do we have a deal?
The investment for the online courses will be $X for each technician. This includes the full course through certification. Your team can repeat the course until they pass. Once certified your customers will be able to hire them as certified which has a greater demand and bills for a higher rate. Most see their investment back within 6 months. How many team members would you need to certify to meet your current demand?
Observe closely the response (verbal and body language). You may have to respond to an objection or additional questions.
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