When your prospect asks you about the price of your product or service, what's important is not that you tell them, but rather what happens next. Ask yourself, “What do you say after you give them the price?" 80% of your competition either:
1) Remain silent, waiting for them to ask another question
2) Keep pitching their product or service.
3) Move onto another qualifying question.
Guess what? All these responses are wrong. If you do any of these, you're missing a golden opportunity to find out where your prospect stands in regards to budget. The right question? Ask them how they feel or where they stand in regards to the price you just gave them. Use any of these:
1) How does that price sound to you?
2) Is that within your budget?
3) Which of those price points appeal to you the most?
4) Is that what you are looking to spend?
Whenever your prospect asks about the price, and you give it, you deserve and must qualify on it. The top 20% automatically do and move that much closer to getting the information they need to close the sale.
The other 80%? They miss this golden opportunity because they don't qualify for it. From here on out, incorporate these price-qualifying questions and always, always use them. You'll be amazed by your results.
Have a powerful week!
Mike Brooks, Mr Inside Sales, offers a FREE ezine called “Inside Sales Secrets of the Top 20%" and is an internationally recognized authority on selling over the phone. Visit: http://www.MrInsideSales.com for other FREE resources and products to help you Double Your Income Selling Over the Phone.