Hello all,
Welcome to the fourth buying decision that your customers make. This should be a quick post as this topic if you have done all your steps correctly is quite quick. This is the part if you have asked all the questions and understood your customer's needs, desires, aspirations, and also staged your benefits and features in a way that highlight meeting those needs, desires, and aspirations that you have the customer engaged and looking for the investment.
I am sure you have studied your market and know the pricing that your competition is offering and understanding of the competitions market share. This is where you get to provide your price and then shut up. Yes, you heard me shut up. I still remember when my mentor shared with me how to deliver the price. He said when you provide the price you shut up, I mean don't even make a sound breathing. You wait and wait and as uncomfortable as it is wait. The next person to speak loses he said. It is true, and sales people tend to lose because they HATE silence!
Sales people are often wanting to prompt with how to validate the price. If you validate the price and speak the customer sees an area of negotiation. So, provide the price and sit back and wait for the next person to speak. Which hopefully will increase your margins.
Your customer will say okay and you can move to the final buying decision or ask questions to which you pull out another feature / benefit card out of your pocket to close the deal and move to the final step that I will share tomorrow.
As you can see if you do your work in the first three buying decisions, this one is fairly quick. Depending how long you can keep from making a sound :)
Have a great week and enjoy the day light savings!
Sincerely,
Kevin Sidebottom
Sales And Leadership Enterprises