The customer buys the price in two cases
When making a sales offer, the cost is uncertainly stated, or the price is uncertain, and you are not allowed to email.
Customer: “Okay, how much does it cost?”
A sales person, caught unexpectedly, usually with a sigh: “x euros. “PAUSE.
The customer buys the price, in other words the price is expensive in two cases:
1. He / she is not convinced about the values / benefits of the product / service / solution. Or he doesn’t think he can get more back than he pays for it
2. It does not distinguish between advantages and disadvantages with a competing solution. In his view, they are equivalent and thus the decisive criterion is price. The difference in the value of the butter does not justify the difference.
Price vs Value
In either case, the value and benefits you convey are still fundamental. And when making an offer to a customer, your main job is to focus on that, not the price. Attention is like a magnifying glass: wherever you look, it magnifies. First of all, sell the product to yourself, and then your tone must present the price as a normal investment. “Like the no-big-deal, by the way.”
After saying the price, not a break, but focus on the important – value, benefit. Your tone here must be convincing, above average, more passionate. Show that you really believe in what you sell! And always finish by asking for an order or taking the next step.
Salesperson: “This solution includes the following: (Lists 3-4 features, the key elements that most spoke to the customer). (WITHOUT PAUSE) Cost x Euro (NO-BIG-DEAL tone and then PAUSE NOW) And for that you get: You name 3-4 values.
Further closing. Examples:
Now, if we put it to work, will we start with the whole company or do it first with the department?
How would you like to formalize it, either with a card or a melt?
Whose name is the bill, contract?
Rather red or green?
Do we do it right now for a year and save or start with an open-ended one?