Far too many salespeople fall victim to the urge of showing their price prematurely in the sales process. If the prospect isn’t ready to buy, what is the point of showing your price? The key is to have identified the prospect’s issues/concerns/goals and presented a valuable solution that is on target with their needs, otherwise your price will be perceived as being too high because you have not established sufficient value.
When a prospect asks to see my price, I will generally ask them… ”Are you ready to buy?” If the answer is “no” then what point does it serve to show my price?
Remember, once you show your price you lose control of the sales process.
Question: When is the right time to show price?
Answer: When the prospect is ready to buy!
The Sales Advisory Board
Copyright 2009 / The Sales Advisory Board: http://www.thesalesadvisoryboard.com/
Tags: Add new tag, pricing strategy, quoting price, Sales
