There has been a murder. We have a victim, a weapon, and we know the motive. What we don’t know is why we kept seeing the same result while armed with all of this information.
You are constantly hearing, “Your price is too high.” That’s the murder part. If we put on our detective hats, perhaps we can figure out how we got there. Let’s try:
Customer: “Your price is too high”
Before that came…
You: “Here’s my price.”
Before that came…
Customer: “Sure. You can give me a price on this job.”
Before that came…
You: “Do you have anything I can quote on?”
And there it is. There is the murder weapon. By asking this question, you begin a sequence of events which ends in the death of an opportunity. That’s your first mistake. The second mistake you make is to blame the customer. Remember the phrase, “Ask a stupid question and you will get a stupid answer”? Well, if you don’t like what you’re hearing, change what you’re saying. Stop putting yourself in opportunity-killing conversations.
Solve the problem. Earn the order.
Make sense? Want more? Ideas, common sense, motivation, support, and sales community can be found inside The Sales Vault. Go to SalesVault.pro to learn how it works or call Bill Farquharson at 781-934-7036 for more information.
