What do you do when a sales prospect immediately asks you, “What’s your price?”
We need to find ways to manage this sales conversation. Otherwise we are forced down that ugly rabbit hole called PRICE. When this happens we typically lose.
We need to take charge of the sales call. We do this by coming back with a strong response. For example, relay to the prospect that your company offers many choices and options. Then tell your customer the following:
So I can address what’s important to you, tell me:
1. What is prompting your interest? 2. What are you hoping to accomplish?
As a result, you’re shifting the sales conversation from price to value. That’s what ultimate sales pros do.
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.