When you call on your prospects for the very first time in order to let them know about your product or service, some of them will immediately say, “Just tell me the price, and I’ll tell you if I’m interested.”
But, if you cave in and give your price at this early stage, how do you think the conversation will turn out?
Well, at this point, the prospect has no idea about what your product or service does. She also has no understanding of all the benefits that you provide, as well as how much better off she’ll be by owning what you have to offer.
So, if you give the price before the prospect is aware of these things, she’ll have nothing to compare it to. And as a result, the price will become the single most important issue in her mind, and she’ll probably end up saying, “That’s too much.”
In other words, if you give your price before the prospect has decided she wants to own your product or service, she’ll lose interest in whatever else you have to say. And at this point, there’s a very good chance that you’ll lose the sale.
So, is there a better way to handle this situation?
Fortunately, the answer is yes. Here’s how:
You simply say, “I’m glad you asked, Ms. Jones, because that’s the best part about this! You see, if it’s not exactly what you’re looking for, then there’s no charge at all.”
“What do you mean by that?” she’ll ask.
Then, you continue by saying, “Ms. Jones, with what I’m calling you today about, if it’s not just right for you, then it’s fair to say that you’re not going to take it. Is that right?”
“Yes, that’s correct,” she’ll say.
Then, you reply by saying, “Well then, Ms. Jones, if you don’t take it, then there’s no cost at all.”
And as a result of your reply, she’ll be curious and ask, “Oh. Well, what is it then?”
At this point, you say, “That’s exactly what I’d like to talk to you about, and I just need ten minutes to go over it with you. Then you can decide for yourself if it’s right for you.”
Then, you immediately try to get a face-to-face meeting with the prospect by offering a time to meet, such as, “How’s Wednesday at 11 am?”
