What if they ask price before the demonstration?

Quote:

Originally Posted by JacquesWerth

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

i agree.........

For a fixed price item, I don't think there's any way around it. You might pose it in different terms (x.xx per month, etc.), but people are used to seeing prices for retail products.

Aside from that, if a customer has sticker shock, not much point in spending all the time on the demonstration. I'm sure they will be more inclined to buy after they experience the product, but I don't see a legitimate way around telling them up-front if they ask.

Justyn

In the High Probability Selling process, we only give appointments to prospects that want the benefits of our products and/or services, and are willing to spend the necessary time and money to acquire them. Therefore, we tell prospects the price (range) during the prospecting call.

If the prospect balks at the price on the phone, we don’t waste our time visiting with them and doing a demonstration. That’s just betting on the low probability that you can change their minds.

High Probability Prospecting puts you in front of prospects that are ready, willing, and able to buy, and want to buy now.

I would much rather a client ask the price up front. I'm not sure
about the rest of you, but my clients are used to qualifying to become my client.

First, if price is asked for, tell them and then move on through your presentation. But, focus on the main thing, you are not there to make a sale! You are there to fulfill the needs of your client with a product or service. Don't be too quick to deal on a price, clients that deal with me know that the price is what it is, we're not in a third world country where people are used to haggling with the tourists over price.

The client has come to me with a need to acquire my product or service for a reason. Therefore, don't give up your control of the situation. Instill into them that you are the one that they need.

The only time that I ever budge on my price, if they insist the price is an issue, is like this:
"Alright, it seems that $1750 may be a bit past what your current budget is; if you could find a way to get this system for free, could you use that information?"

Already, I can almost feel the energy in this forum...how am I going to give it away for free, just like this: "I tell you what, let's put a little meeting together. Round up a few colleagues you know, over the next 48 hours, let's say 5 people that you believe could use this, and will sit down to lunch. If at least 3 of them make a purchase, I'll give you yours for free, how's that sound?"

Guys, I have been using that same line for 12 years, most of my clients don't pay for their products...their unlimited supply of referrals do. And that is how I handle price questions!

Hope that helps
Bob Yeager

Quote:

Originally Posted by BobYeager

Already, I can almost feel the energy in this forum...how am I going to give it away for free, just like this: "I tell you what, let's put a little meeting together. Round up a few colleagues you know, over the next 48 hours, let's say 5 people that you believe could use this, and will sit down to lunch. If at least 3 of them make a purchase, I'll give you yours for free, how's that sound?"

Guys, I have been using that same line for 12 years, most of my clients don't pay for their products...their unlimited supply of referrals do. And that is how I handle price questions!

Hope that helps
Bob Yeager

Great idea. Thank you for passing that gem along Bob.

I work in a retail outlet for one of Australia's biggest door companies as a salesperson and one of the first things I was told in my training is that if a client asks about price first and not about the product, they are probably still shopping around fishing for prices and not ready to make any big commitments.

When I get asked price straight away, I always answer thier question with a question of my own. Only after I have understood exactly what they want will they get a price. If they want a price right away no matter what, I usually give them thier "ball park" figure and make it so vauge, that they have no option but to stay and listen to what I have to offer with product.

You can easily just mentioned in this way:

"Well, this is the most interesting part right" Let me show you the pricing package, but before that may i know are you prefer ....(depends to your package)

Then dont stop at the pricing part too long as your customer is not really know your products.After showing them your package then you can go back to your explaination and highlight the important featurs or special remark which your products are strong in.
Maybe you cab say in this way:
"Well, sir/madam, by just spend this amount of money, you can enjoy the countless benefit such as......(then you go back to your explanation)".

Because it is not good if the customer ask you the price and you just ignore their request and continue your explanation, it serves nothing! They might not be interesting on your explanation at the momnet, and if they ae not interested, means your explantion is useless for themn at the moment. Since your customer already tell you what they "WANT", so as a sales person , we should "GIVE" thm the answer first then only come back to the part we need to tell them.

Hope it helps you.

Regards,
deUnique

When a customer asked the price upfront you can do a number of things but here's one that might work. After they ask for the price simply say "it doesn't cost a thing unless you really like it". They'll chuckle and get it immediately. Or.....you can try the next one

Once, I asked an upfront pricer if he would give me $10000 for what was in my front pant pocket. He said "absolutely not". Then I asked him what he would need to know before he could consider the price of $10000 for the pocket contents. He said he would need to see it before he could determine the value. I said "fair enough". Allow me the same courtesy and I will show you what I have to offer, you determine the value, then you can chose if its right for you or not. He agreed, and I didnt miss a beat with my presentation.

Good Luck

Depending on valuation of what you are selling, if it is a high price tag and are being pushed then give them a from and too price and ask them what is their budget.

"Our property prices are from £20,000 to £9,000,000 but the price is only relevant on what your specific requirements." If I said it was £9,000,000 you may say it's too expensive and if I say it's £20,000 you will say it's too cheap and a con? The bottom line is that if I could show you a property that suits all your requirements and it easily fits your budget, would you be happy to go ahead with it?"

Trial closing will set you up for the sale or bring out an objection, isn't that right?

What if they ask price before the demonstration?

Sales Presentation Forum