What if they ask price before the demonstration?

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?

What are you selling? Are there different prices, options or packages available?

Hi speedracer.

My company has developed a massage product that massages the entire body. We have a standard model and its priced similiar to massage chairs

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?

That's a tough one... Personally I'd just go ahead and tell them and hope for the best. I think the minute I'd him-haw and try to avoid that direct question, I'd lose credibility in their eyes and they'd think I was just trying to cover up a very high price.

Quote:

Originally Posted by destiny

That's a tough one... Personally I'd just go ahead and tell them and hope for the best. I think the minute I'd him-haw and try to avoid that direct question, I'd lose credibility in their eyes and they'd think I was just trying to cover up a very high price.

Destiny - I agree with that.

Royalle 11 - Your company should offer suggestions to deal with this.

My products have a high price tag but when compared to the retail
prices of the same collection of vacations, the savings is incredible. Also, as a business opportunity, it is a one time investment for a lifetime of wholesale
travel and financial freedom.

So it's a matter of understanding the benefit of the investment you are
proposing that they make.

For example: Having an in-home massage chair will cost how much less than going to the Backrub Store at the mall 2-3 times a week?

Karen

karen thank you for your post!

Have you tried to start out your presentation by simply stating that at the end of your presentation you will be reviewing the price with them? Or, at your initial customer interaction tell them that after your presentation you will tell them about the price? That way you have already difused that issue before it comes up.

If they insist on finding out the price, use some of the techniques already mentioned by after telling them the price, and make some comparisons to going to a massage therapist once a month etc. As long as your customer doesn't turn around and leave on the spot after hearing the price, hopefully you can engage them in a conversation to find out why they were interested in your product initially, find out what price range they're looking at. When you have that info, hopefully you'll be able to tell them some of the benefits of your product and how it compares to products in the price range they are looking at.

If they have at least a little bit of interest, maybe they'll at least be interested in the free demonstration at this point.

we all get it whats the price. whats the rate, ballpark? etc. in recent times i've started asking;
What are you wanting it to be mr customer?
if he makes an offer.. start with your presentation not answering yes or no to his offer just yet. lead to a demonstration and value build your product but not a huge over sell.
my sales managers have always beat it into me...people don't buy prices they buy products..
but it can be tough.
best of luck

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?

My company has developed a massage product that massages the entire body. We have a standard model and its priced similiar to massage chairs

Price is a feature, royale11. In fact, price can even be a benefit. I usually model my presentation to fit each prospect. If price is important to the client, I would be making a mistake talking about the mechanics of the massage equipment.

For me it is more important HOW the price is talked about than WHEN. I would ask if the price were an important factor and why. If the prospect has seen many similar products, he may want to compare the value of this particular one, which would include a price comparison, but not only price. If he or she is trying to determine of it fits into the budget, it may be more a question of whether financing is available than what the total price is. I would taylor my presentation to the client and sell to his need rather than following a formula.

i will not try to tell the exact figure at first , if the client insists i try to tell him about the features of the product and just let him know the estimate of the price

What if they ask price before the demonstration?

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