What Are Your Prospects Looking For?
What happens when a prospect asks your price upfront before you’ve discussed any aspect of the business? Are they just shopping around or maybe they don’t see a difference between you and the competitive product?
If you fire off a quote, put together a beautiful package of information with some great brochures and a cover note what are the chances you will get the business? Is that different than what your competition will do? You can always send the stuff and hope or you can ‘plant your feet.' Save you and the prospect some time, operate like a business person in sales rather than a vendor.
Price Isn't The Problem
Price is rarely the determining factor when buying. An incredible rock-bottom low price isn’t all that great if the quality sucks, or you have to call 1-800-Who Cares when you need service. When you buy, is price the ultimate factor in every purchase? Do you drive the cheapest car that runs like a tank, live in the worst neighbourhood because the price was right? I doubt it and I also doubt that your prospects buy that way. Many times price is not a factor, it’s a means of negotiating and that’s a completely different circumstance.
Price is an intellectual decision factor but most people buy on emotional decision factors. That doesn’t mean price isn’t an important factor but after people have made an emotional buying decision they’ll justify it intellectually.
You need some skills to get there.
Any inquiry will get you an intellectual response first. You have to ask a minimum of three questions to get to the emotional reasons.
WANT MORE INFORMATION?
Call us at 519-651-1831. One of our representatives would be happy to answer any questions you may have, and explore how we may be able to help you and your team.
