Quote A Price

Once you have made this statement, ask which route they believe you will need to take. You will be surprised how often they pick the higher amount.

• Regardless of which answer the prospect provides, sound surprised. By doing this you may catch them off guard and can extract more information. If they estimate their case to fall within the lower range, by sounding surprised you can better determine whether the higher amount will be acceptable.
• If they estimate their case to fall within the higher range, by sounding surprised you are making them more comfortable with you and they will be more likely to proceed with your services. In either case, you will see with a fair amount of accuracy what they expect and are willing to pay. Another way to gauge how much a prospect is willing to pay, should have already occurred.
• Remember that at the beginning of the process you should let the prospect know that some of the questions you will be asking are personal in nature. And having prepared them, you can ask questions pertaining to how much they make and how much they spend. If you are offering a service they currently use, you can discuss what they currently pay. The personal information a prospect gives you can make the difference between earning an adequate sum or many times that amount.