Your enthusiasm is contagious and your charming coaching technique is extremely motivating. Thank you for your coaching and guidance, it has truly changed my approach to selling, and will continue to .. DeAndra Valentine
– Tumi, Inc.


Talking About Price

Never talk about a number before you can put that number in the context of some Pain the prospect is having. Here’s a response to the question, “What does this cost?”

“I understand that you want a number from me, Fred. That’s reasonable. But I do need to know a bit more about the situation, so I can be sure of what we’re doing together, and then I can come up with a fee. Fair enough?”

Should you quote a price range? No! The only number your prospect will hear is the lower end of the range, and he will be negotiating you down from there! If you’re asked to quote a range, say:

“I understand you want to know the fee, Fred. That’s fair. I want to give you an idea of that. Please tell me, now, how do you think you’d like to work with me?” or, “Which model do you see working best for you?”

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