Dealing with the Just give me the PRICE person?

It's only 4:30 AM here Bud..... stop yer struttin cuz yer the only one with your eyes open..... ;bg

It seems that way doesn't it, but then on the other hand I think that most price only people aren't that stupid either... unless they are buying something of minor convenience. I think that this started with a 24 hour fitness subject, and I personally did EXACTLY the same thing. I ONLY wanted to know the price. I didn't give a whit as to services, convenience etc.. I knew already what they had, their hours etc... but because I spend a good part of every month away from home wanted to know the "price"... bottom line.

The guy there didn't even try to sell me when he should have been querying me as to "Really, you spend that many days away from home? How convenient is it for you to get up at 4:00 AM and go running.... in the rain no less... (Hawaii remember). $2 a day and have someplace to go morning or night or lunchtime for that matter... keep you pumped up and sharp all day Bud.... heck mon... you probably earn that $2 in the first 10 minutes of each day.. man you can invest 10 minutes a day can't you ... to stay on top of your game... no matter where you are?" Or something like that...

And speaking of ... this executive center coffee maker just about caused me a heart attack that bubbly noise they make is usually muted... but this... I'm surprised someone didn't pull the alarm it was so loud... sounded like breakers on the 35th floor... :)

Oh well.... Ok... I'm up nowl... yes you're right it morphed... as I think most buyers do too. Most are "ignorant" of the value you possess, I'm thinking or know the value that they want, which I think is really rare.

I'm up... but it's still early... so these opinions are suspect...;st

Much Aloha... :cool: -rattus58

That's why I consider these interactions learning experiences, Ace. Thanks for your observations.

sjb -sjbrown0324

Some suggestions for you to consider:

"Our prices start at $16.63 a month. If you would like to schedule a time to visit our facility, we can customize a program that will work for you. Would this afternoon be convenient or would tomorrow morning be better for your schedule?"

"Our prices start at $16.63 a month, but we have a wide variety of programs and services that you may want to check out before you make a final decision on a gym membership. It would take about 20 minutes to tour our facility and determine the best membership option for you. I have some time available this afternoon at 4:30, or tomorrow morning at 9:00, which time would be convenient for your schedule?"

Regardless of what line you choose to use, the key here is to close for the face to face meeting.

Good Luck
John M. -saleshangout

When confronted with a customer requesting/demanding the price, i'll say;

"We provide many different packages to our members. In order for me to determine the best package for yourself, let me ask..."

I'm not providing them a price, I'm providing a reason why they need to answer my question and I'm setting the expectation that I will need to ask some questions before I can recommend anything. Most customers open up from here. -MrCharisma

Firstly I agree with all that Skip and Ace say above. However although I'm loathe to give anything away on principle (!) maybe you should consider it. I know a lot of gyms that offer a taster session as part of a promotion. Perhaps you should consider discussing this with your management, the ability to give a one-off taster session to this type of prospect? You could specify that it has to be off-peak so that the gym half empty anyway.
If the customer is pricing-driven she will surely be tempted by a free session and once she is there then you can engage with her and do the whole face-to-face selling your benefits stuff.
Cheers
Mark -markg

i agree with skip anderson. give the information as required and follow with open-ended questions. with that you get more vital information from the prospect. bear this in mind, if the prospect was not interested in the gym wether for himself/herself or for someone else he/she will not be enquiring for prices in the first instance. so close on that opportunity. -temitope

Skip, that was awesome. Give 'em some relevant info then convert to a value-based question.

God I love the smell of closes in the morning. -DynamicMentalFitness