“Roger – what would have happened if I hadn’t brought this proposal to you? You would have paid the full price that they were asking. In essence – by dropping their price so quickly – they have shown you they were overcharging you in the first place. I brought you the best offer right out of the gate. Our product is like yours – extremely high quality – and I know that you always stick to your word with your customers – just as I do. My offer stands.”
He looked at me and there was a long silence. He said “Kim – I never thought of it that way. I will go ahead with your proposal.”
HOORAY!
2. Don’t start your conversation with price. Give your customer the investment only after they understand the major benefits of your product or service. If you start with price – I guarantee you are heading down the rocky road of objections.
3. Allow the customer time to think. Just because there is silence doesn’t mean you need to start “folding your price.” Let them think it over.
4. Look at the word COMPROMISE in a new way. You know what the dictionary has to say on the word COMPROMISE? “A
settlement of differences in which each side makes concessions.” Look at the word this way: CO-M-PROMISE.
small business help