This is a question that comes up a lot on sales calls and one that you want to handle with care.
As I've stated in other posts, questions are always driven by thoughts and never happen by
Accident. There is always a "context" from which the questions come and your ability to
Understand the context will improve your odds in developing the right answer. When I suggest that
We work to create the "right" answer I don't mean that we are trying to fool anyone. Frequently, http://www.webhostinglover.com
When we are addressing questions there are multiple answers and we just want to make sure that we
Have a higher likely hood of picking the right one.
In relation to price questions, it is always important to answer the question "in context". So
Usually, in order to understand the "context" in which the question was asked you'll need to ask
More questions. Also, you'll often find that the question "how much do you charge" is really not
The real question. Starting a dialog with the prospect about what they want will move them away
Form price and get you better information. Using a "reflector" or reverse will help you
Understand the real question.
Of all of the "reflectors"
Turned out to be one of the best. When asked about price try "...it depends". This simple phrase http://www.seovally.com
Has an uncanny way of handling an awful lot of the price questions you'll get. Price often
Depends on a lot of things like:
When do you need it?
How many do you need?
What kind do you need? (good, better, best?)
Another great reflector, particularly effective on the telephone for inside sales people is
"While I'm looking it up did you select that item for a reason?". Often times prospects calling
In for a price on an item, hear it... and hang up. Engaging the prospect and getting better
Information will not only help you build rapport but eliminate a lot of those "get a price and
Hang up calls".
Talking about price before understanding what your prospect is trying to accomplish is sales
Suicide. Use some of these simple reflectors and you'll get better results!
