7 Secrets to Successfully Presenting Your Price (and Getting It!)
You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal.
Here are 7 secrets you need to follow to ensure you get the price you want:
1. Deliver it with confidence.
Worst thing you can do is look unconfident as you present it. Confidence means positive solid body language, eye contact and a solid voice.
2. Make the offer time sensitive.
In both the offer and in your verbal comment state the offer is only good for “x” amount of time.
3. Don’t present the offer and then ask something stupid such as, “So what do you think?” Present it and be silent.
The old rule applies. The person who talks first, loses.
4. Do not negotiate.
You present and be prepared to walk away if they reject it. If you go in with the attitude of negotiating you will. My rule is you sell first and negotiate second. This means before you negotiate anything, the customer must reject your offer twice. Be prepared to walk away.
If you’ve done your job in learning the customer’s needs and basing your offer off what they’re looking for, there is a good chance they will come back and accept it.
5. Be ready to present two options.
First, present a high-priced option, and second, present the price offer you’re looking for. The high-price offer can give the second offer a nice contrast of being affordable to the customer. Having two options and allowing the customer to decide allows them to feel as if they’re in control.
6. If dealing with someone who has an ego, allow them to make a choice on something such as a delivery date, invoice terms or something that allows them to feel as if they’re getting something special.
Key is to know what you might offer before you present anything and make sure whatever is offered does not negatively impact your price or profit margin.
7. Use the presumptive closing technique.
With this approach you give them the price and then state something like, “We’ll go ahead and start working on the project next Monday.”
There they are. 7 secrets on how to present your price and get most of all get the price you want.
Source: @ Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.