Quote A Price

Without a doubt, your prospect will almost always ask you about pricing. It is important not to provide pricing too early in the sales process. It is important to remember that your goal is to gain the prospect’s trust and confidence by discovering their motivation. If you provide pricing too soon, you will not only fail to gain trust, but will most likely lose the prospect’s attention as it relates to all the other information you need to discover their motivation.

• In our society, discussing money is a sensitive subject. If handled poorly, it will cause the prospect to disengage and you to lose a sale. When quoting a price there are a few different approaches. One approach involves presenting a price range. By doing this, you can gauge where your prospect’s comfort level lies.
• If you do not implement this technique properly, you will receive the low end of your range. To illustrate, assume you have reached the right time in the sales process to discuss pricing (which is after you have discovered the prospects motivation and gained their trust). In addition, assume you have pre-qualified the caller and asked money questions to gauge what they can afford to pay you.
• You are now ready to discuss your price.  You may say something like…

“To do this type of work, it typically costs between four thousand and six thousand dollars”

• You must understand that what the consumer usually hears in this case is you can do the work for $4,000. If you are willing to do the work for this amount you may be satisfied, but this is not what we suggest.

Rather, try saying something like this…

“This type of work can develop in a couple of different ways. While neither way is simple, one involves less work than the other. If I can complete the work using the simpler method, it will cost around $4,000. On the other hand, if I need to take the more complex route, it may exceed $6,000”