Inevitably in the sales pitch, the question will come up: “So how much does it cost?”. For a variety of reasons, you may not want to give an exact answer upfront before the end of the sale. What are some ways to respond without giving up control of the situation before the finalize the sale?
Today, I talk about this question. And, I discuss different reasons why you might not want to give your price right away, as well as some reasons you might want to.
So, I note the importance of making sure the question doesn’t come up until you’re ready to answer it, and I offer some ways to do this. For instance, I talk about the possibility of disarming with humor.
In conclusion, I discuss the importance of keeping control in the sales process, and I make a distinction between handling and preempting the question.
As a result, I offer tips on setting the tone and laying out the agenda for the meeting so that there are no unpleasant surprises for either party.
“All of these ways of handling the ‘how much does it cost’ situation are really secondary to making sure that we control when it comes up.” – Matthew Kimberley
This week on Book Yourself Solid® Marketing For Coaches Podcast:
- Why you might not want to give your price immediately
- The value of offering a range
- How to disarm with humor
- The importance of control in the sales process
- Setting the tone and agenda for the meeting
Resources Mentioned:
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