Three Pricing Sales Tips That Work
How do you respond when some asks, "How much does it cost?" When someone asks you to send them a quote, how do you respond? Keep reading to discover creative options you can use in these situations.
Here's a sales tip that requires a slight attitude adjustment. Forget "Quotes" do sales proposals that scream value. Pack your proposals with value and specific benefits. When a buyer gets a quote he looks for the price.
When a buyer receives a well-written sales proposal he's forced to see the value you're including. It really makes a huge difference in how you are perceived.
The next time someone asks, "How much does it cost?" Don't give the price - say, "It depends." The customer's response will be, "It depends on what?" You can then say, "It depends on the quantity, what else can be added to the order, the length of the contract etc." It also says, I can wiggle with the price if you can wiggle with the size of the order. And when that happens it becomes a win-win for the buyer and seller.
Here's another sales tip for you. Avoid pricing that has '000's in the number. For example $3897 is better than $3900. The $3900 is an invitation to negotiate. An even better number would be $3987.57. This number says you've done your homework and sharpened your pencil.
I saved the best one for last. I shared this with a group of salespeople several months ago. I hate the word "Quote" but if you must quote a price - be sure the number ends with a "7." It really works.
Don't take my word for it. A sales rep who heard me talk about this, sent me this e-mail. "I enjoyed your talk at our sales meeting. Thought it was funny when you made the statement about ending quotes with the number "7." Last week I sent out four quotes ending with the number "7."
"Guess what? I won all four orders. One really felt good, especially since the customer was strictly a bottom-line pricing type. Never too late to teach an old dog new tricks."
You don't have to have the lowest price when you offer the highest value.
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ABOUT THE AUTHOR
Jim Meisenheimer is the former Vice President of Sales and Marketing for Baxter International and is the creator of No-Brainer Sales Training.His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or e-mail: email@example.com