When engaging new customers, prospects will often ask you about price, sometimes in the first five seconds of the sales conversation.
If you honor their request and immediately share your pricing options, the prospect will say, “Thanks, let me think about it, and get back to you.” Chances are, you will never hear from them again.
A better, more effective tactic is to say,
“To be fair to you, we have a lot of choices, and I would like to make sure we offer the best one that meets your needs. So tell me, what’s going on with your current situation and what are you looking to accomplish?”
By engaging your prospect on what they value (over price), you can gain their trust — and close more business. Watch my video…
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.