Business Success - Dealing With Price Resistance, and No's

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Dealing With Price Resistance, and No's

Art Sobczak

Greetings,

Each month in my Telephone Prospecting and Selling Report eight-page sales tips newsletter, which you can get online and as a hard copy, as a member of my Telesales Success Inner Circle, http://www.TelesalesSucccess.com , I have a regular feature where I dump out my file of random sales observations, rants, pet peeves, and other items. Here is a sampling from a recent issue.

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I ran into a local Chinese restaurant at lunchtime to get a takeout order from the lunch menu. The woman at the counter told me that they did not have soup to go with the lunch specials, just for dining in.

I really wanted some hot and sour soup.

"So how can I get soup?"

She pointed to the menu and said all they had was the big container for two, for six dollars.

"How about just filling it half-way, making it for one, and charging me half-price?"

She smiled and said,

"The soup is for two and is $6."

I bought it.

Wow, what a great example of simply standing firm on price. How do you respond when asked if you can do better on price?

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Speaking of price, I found somewhat of an unconventional way to deal with a higher price in the book, "When the Other Guy's Price is Lower," by James Bleech and David Mutche.

When your price is higher, mention it early in a call or relationship: "Our product is one of the higher-priced in the market. Is that a reason for us to stop talking?"

If the prospect says he wants to continue, then ask, "Why is that?"

This gives you great information. If he says he does not want to continue, ask for a further explanation. You might be able to deal with it, but if not, at least you get this person out of the way early and avoid wasting time.

If you EVER run into a situation where you are questioned about price, or have ever dropped price, I want to show you how to quit giving away pure profits. Check this out: http://businessbyphone.com/sellvalue.htm

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At the grocery deli counter, the guy greeted me with, "What can I help you with pal?"

After pointing out the cheese I wanted: "This one bud?"

He showed me a sample: "OK, chief?"

Then, "What else boss?"

He handed it to me: "There you go my friend."

As I left: "Take it easy dude."

Need I even comment on this exchange? I mention it because I sometimes hear similar things on phone calls, although not to this extent I admit.

Pal, dude, chief, boss, my friend, buddy...perhaps those terms have an appropriate place with a good friend in a casual conversation, but my feeling is that they annoy most others.

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I had the opportunity to attend a fundraising dinner as part of a celebrity golf tournament for Arizona youth baseball. Got to meet a few Hall of Fame Major League baseball players...very cool. (Also spent a small fortune on a rare Roberto Clemente autographed baseball I won at the oral auction. Oh well, it was for the kids.)

During the dinner, kids were working the crowd selling raffle tickets. I had already purchased five $20 tickets earlier at the door, and a young lady (fourth grade as I found out) approached our table and very confidently asked,

"Would you like to buy some raffle tickets?"

I smiled and told her I already had bought mine.

Now, I was impressed that these kids were approaching adults and asking for money (although I'm sure they do it to their parents all the time...different scenario), so I tried to be as gentle as possible in saying no.

She totally surprised me when she said,

"That's OK. Buy another one from me."

I had nothing! Brilliant! Of course I had to buy some.

That's a great example of someone not being deterred by an initial no, and, in fact, being prepared for it, and then asking again.

I actually had no good reason for not buying another one-it was a fund raising event after all.

Quick, what is your response when you get an initial no (which probably is not a real reason for not buying)?

*About the Author: Art Sobczak works with thousands of sales reps each year helping them get more business by phone. He provides real world, how-to ideas and techniques that help salespeople use the phone more effectively.

Visit Sobczak's Web site.

This news arrived on: 06/30/2008

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