Engaging New Prospects on Value, Rather than Price
Sales Calls Often Start with Price
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…