1. Find Out What They Want
"Send me some literature" can be a legitimate request, or a stall to get rid of you. Try this response: "I will. What specifically would you like to see?" This can be a major door-opener, will help determine if the person is sincere, and give you an idea of their interest level. If they can't describe what they're looking for, it's apparent
they don't have a desire to see anything. If they mention specifics, you might be able to answer their requests by phone. Either way, you
have a better idea of where you stand with them.
2. The "We'd Love To" Technique
Just when you think you have a sale, have you heard requests that you knew you weren't able to grant? Your response can make or break the
deal. A good technique is the "We'd love to." When the prospect says at the last minute, "...and of course we get free delivery on that,
right?" you could respond with, "We'd love to do that for you, especially on the first order. We're simply passing along our shipping cost, and that allows us to give you the low price you're getting."
That has a much softer and sales-saving impact than a negative response like, "No, we can't give free shipping."
3. Get Their Price First
When you attempt to win someone's business from another vendor, always try to get the price they're presently paying before disclosing yours
for the following reasons:
* If you're higher, they may disqualify you before you have a chance to justify the price.
* If you're close to their present price, they may decide it's not worth spending any more time with you.
* Some people will say your price is higher, even if it's not, in an attempt to bring down your price.
* If you know your price is higher, you can either decide to not spend much time on the call, or plan your high-value strategy.
* If you know your price is lower, you are in the driver's seat, and can build value along with the lower price.
Here's a good question to get their price: "Pam, what is your cost on _______?"