What if they ask price before the demonstration?

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?

Tell them the price and let the chips fall where they may. Price can help you disqualify the unqualified prospects.

I'd respond that the regular price ranges from x to y dollars (implying that a deal may be worked out and there may be extras). Often this may mean that a prospect may be ready to buy; if not, then you save time.

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?

Great day Royal11:

Reply with the following:

Mr client, does the fact you're asking about price mean that you are ready to buy???

My response? $XXX.xx, and worth EVERY penny…

Either they are just curious, in which case you have pre-qualified them (more to the point, pre-Disqualified them), or they are truly interested. If they are truly interested, what are they asking when they ask about price? I say they are asking about value. More to the point, they are asking if the product is truly worth the asking price! By saying that you think it is worth “every penny,” you will most likely get asked the question “why?”. Hmmm…. The only way you could have a better lead-in to your presentation would be if the potential customer actually got down on their knees and begged you to give a presentation to them!

Wear the Right Hat!
Bill

Try a Porcupine close by asking is he a cash or finance purchaser, this will throw him off and give you the opportunity to start to close him. Whatever he say's he is buying, isn't that right?

Originally Posted by ged1mcguirk Whatever he say's he is buying, isn't that right?

He might answer your question and not be a buyer if the price isn't right or if he was curious not serious.

This is right; but isn't better to know if he is serious or just a stroker! The thing in sales you will never know if it's a sale or not until you ask for the money. Remember ABC.

Another way if that doesn't work is to simply say with a big smile on your face "I will get to that in a minute; I'm on page 3 and that's on page 7." The client will normally laugh and so "OK."

You answer honestly and then ask a question to take control of the conversation. It looks shady when you avoid a question, it will raise red flags in most people's mind

Originally Posted by benjamin-benjamin You answer honestly and then ask a question to take control of the conversation. It looks shady when you avoid a question, it will raise red flags in most people's mind

Agreed! However, it is better to give them a realistic price range.