What if they ask price before the demonstration?

How much does it cost?

I can tell you’re a pretty to the point kind of person. And price is something that is really important to you. You are probably also the kind of person who doesn’t put up with sub par service no matter what the price. And after I show you how my massage service is going to help you, if you’re like most of my other clients you would expect I would charge more. But I believe in delivering a quality service at a fair price. Would you agree that is how a business should be run?

Yes

Great let me show you why you are about to recieve the best massage for your money

I think it's better to have an estimated price before the demonstration. Most of clients are really conscious about prices so better to be ready before they attack.

Quote:

Originally Posted by Jorel

How much does it cost?

I can tell you’re a pretty to the point kind of person. And price is something that is really important to you. You are probably also the kind of person who doesn’t put up with sub par service no matter what the price. And after I show you how my massage service is going to help you, if you’re like most of my other clients you would expect I would charge more. But I believe in delivering a quality service at a fair price. Would you agree that is how a business should be run?

Yes

Great let me show you why you are about to recieve the best massage for your money

I don't know how successful this approach has been for you, but I can tell you that you would have lost the sale at this point if I were your prospect.

Quote:

Originally Posted by royale11

I am often asked "how much does it cost?" or "what ballpark figure are we looking at?". Is there a way I can set that question aside and let the prospect come in and look at what he/she is getting before talking about price?

Also...has there been a thread about this already?

The consumer could be asking about the price to see if it's in his budget. If he only has $100 and your product is $500 then it could be a waste of your time and his to set that question aside.

If there are different prices, options or packages available you could give the high and the low range of possible prices and then show them the difference in what they would be getting for the money.

Quote:

Originally Posted by rlabston

I don't know how successful this approach has been for you, but I can tell you that you would have lost the sale at this point if I were your prospect.

That is fine. I do not try to get 100% of my sales. That would take too much work. Not that I am afraid of work, but it makes more sense to me to work with people who actually have an open mind and are not negative. I prefer to work with people who are intelligent enough to know that they do not have all the answers and prefer to listen or help instead of being negative. If I did try to sell these types of people or even care that they don't want to buy from me then it would mess up my whole mindset and stop me from performing the best that I can. The easiest thing in the world is to say something won't work or to criticize another. It is much harder to be helpful and supportive; I find this to be more rewarding. But thank you for your feedback.

People "always" ask me about price before I show them homes. Always. I say the prices are all different but most of the homes we have fall in the range of $x - $x and ask if that was in their price range.

My clients never ask me the price first because they know me well enough that I will never waste their time to show them homes they can not afford. Instead I make it more like a game (buying a home should be fun), I ask them to tell me what they think the house is worth and then show them the asking price after they have viewed the home. I found they actually enjoy this more than if I were to say, "house A is 500k, house B is 600k and house C is 700k". I believe the more you get them involved in the process the more they enjoy it. This way they can tell for themselves when a house is overpriced and it helps to build rapport when I agree or show them reasons why one house is priced more than another.

But I believe this post was created to help someone to overcome the question of "How much does it cost before a presentation" for a massage product, not a high ticket item like a house.

I wouldn't sidestep the question if the customer asked you directly. You could weave a mini-presentation into your answer.

Royale 11

MarkS suggests starting out your presentation by saying that you'll reveiew the price at the end of the presentation. I think that's a good move. You can infact signpost the entire process with the customer - I'll start off easking you some questions to find out exactly what it is you're looking for, then I'll show you what we've got, if you like what you see we'll go on to look at the investment you'll be making and then when you've got all the information to hand you can decide whether you want to buy.

hope that helps

If your product is 25% higher in price then just say so upfront. Say to your prospect, “I’m going to show you why it’s 25% more, people can see the extra money when they understand my _________________”!
Check out this thread below....

Higher Prices Rule!!!

	#11
Jorel	How much does it cost? I can tell you’re a pretty to the point kind of person. And price is something that is really important to you. You are probably also the kind of person who doesn’t put up with sub par service no matter what the price. And after I show you how my massage service is going to help you, if you’re like most of my other clients you would expect I would charge more. But I believe in delivering a quality service at a fair price. Would you agree that is how a business should be run? Yes Great let me show you why you are about to recieve the best massage for your money

	#12
shinningstar	I think it's better to have an estimated price before the demonstration. Most of clients are really conscious about prices so better to be ready before they attack.

	#16
Thomas	People "always" ask me about price before I show them homes. Always. I say the prices are all different but most of the homes we have fall in the range of $x - $x and ask if that was in their price range.

	#18
Slick	I wouldn't sidestep the question if the customer asked you directly. You could weave a mini-presentation into your answer.

	#19
marky	Royale 11 MarkS suggests starting out your presentation by saying that you'll reveiew the price at the end of the presentation. I think that's a good move. You can infact signpost the entire process with the customer - I'll start off easking you some questions to find out exactly what it is you're looking for, then I'll show you what we've got, if you like what you see we'll go on to look at the investment you'll be making and then when you've got all the information to hand you can decide whether you want to buy. hope that helps

	#20
Snowman	If your product is 25% higher in price then just say so upfront. Say to your prospect, “I’m going to show you why it’s 25% more, people can see the extra money when they understand my _________________”! Check out this thread below.... Higher Prices Rule!!!

What if they ask price before the demonstration?

Sales Presentation