Friday, May 15, 2009

SalesDog Quick Tip: "How much does it cost?"

How many times have you gone into a meeting with a complete presentation only to have your customer ask right off the bat "How much does it cost?" This question can throw you off guard when asked early on, especially when you sell complex goods or services. Sales trainer Al Uszynski has the quick tip you need to navigate this tricky situation:

Like many complex products it's hard to answer that question early in the sales dialogue. It's also not advantageous to discuss cost until you've had a chance to create more value in the customer's mind.

When faced with a premature cost question, try to defer it to later by saying something like, "I know that the amount you invest is very important to you. So that I may suggest the product variation that best suits your needs, may I ask you a few more questions?"

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

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