Turn Price Inquiries into Sales
When prospects know exactly what they want, they shop around for the best price. Here are three surprising responses that help you make the sale.
"Call me last." When one customer was buying a tile saw, he knew exactly what brand and model he wanted. So he asked various dealers for quotes. One refused. "Call me last", this smart dealer said, "and I will see what I can do to beat the competition."
Not only did he match the best price, the dealer locked down the deal by also throwing in a free pair of nippers and a float!
"We'll be the most expensive." A tile installer was frequently asked to quote jobs. Although he put a lot of time into the quotes, few people agreed to his price. Now he pre-qualifies prospects by saying, "I'll be glad to give you a quote, but I want you to know in advance that I will probably be the most expensive proposal you'll receive."
He reports that 50% of his prospects hang up on him. He doesn't mind. He knows they would never have agreed to his price anyway. The people who stay on the line usually ask, "Why?" He takes the opportunity to explain his top-of-the-line methods. This approach has helped him build a reputation as the best tile installer in town.
"I'd prefer not to quote until..." Never give price quotes without first discovering the prospects needs. One retailer often got requests for quotes. She replies by asking "Who else are you considering?"
If the prospect resists giving this information, she tells them, "I'm in the business to help you get the best tile and service for your money. I'm not in business to help you get a better price from my competitor. So I'd prefer to not give you a quote over the phone, I'd prefer to see how I could best serve you when you drop by our showroom."