The ‘Price Objection’ App –Farquharson/Tedesco
Buyer gives you something to price.
Ask specification questions:
"How many do you want me to quote?"
"When do you need them?"
Return to office. Meet with Management.
Beg for best price. Sharpen pencil.
Return to customer's office and deliver the quote.
Arrive at destination: "Your price is too high!"
What happened? It would appear that you took the same path you always take. You talked print. Your sales call was as "me-too" as it gets.
It should be of no surprise that the destination is the same every time. Let's try a different approach. Recalculating…
From: "I'd like to learn about your business needs"
To: "When can we get this going?"
New Route: Meet with Buyer. Talk business: "I went on your Website and requested information. Two weeks passed before I received anything. When it finally came, it was generic and incomplete. I have an idea for better qualifying your leads while improving the quality of the information sent out and getting it in customers' hands faster."
Buyer gives you access to Marketing and a Product Manager to learn more.
You ask qualifying questions:
"Who is your target market, your ideal customer?"
"How do people find you now?"
"What information would you like to know about them?"
"What is the value of a better qualified customer?"
Armed with the answers to these and other questions, you return to the office.
At a second meeting, you deliver your solution: A "Contact Us" page that asks specific questions and collects data from the inquirer. Customized information based on those questions is sent out and received within 48 hours, and a duplicate copy goes out to a sales rep for follow-up."