Do I hear you say “My client always buys on price”?
Clients NEVER make a decision to buy because something is cheap; they make a decision to buy as they have a need. No matter how low a price is, if a business has no need for a product or service they will not buy.
You want to close the sale as quickly as you can. This tempts us to use outdated closing tricks, subscribe to ‘get rich quick’ techniques, and be just plain l-a-z-y.
Taking time to check the reason your client made a decision to buy and using questions to uncover more value will quickly establish you as a person wishing to deliver value – a win-win.
When your client says ‘you are too expensive’ what they are really saying is ‘you have not shown me enough value’. Avoid the gut reaction to ‘throw-up’ a price as ask more questions.
Today’s question & action
This week, when you meet with your clients ask this simple question; “How could purchasing this product or service change the way you do business?” you may be surprised by the answer.
