EP Huddle #4
"Hi, my name is"... interrupted by "Tell me the cost of your program".
Do you ever hear that great question right from the get-go? There are a few things this will tell you.
Salespeople hate getting that question immediately because it puts them in a weird position. Do you answer it or not? Here's what you should do.
"I'd be happy to share pricing with you. I need to first learn a little bit more about how you're going to implement our program. Tell me....."
For example, Engaged Prospect sells Sales Services, Marketing Services and Consulting Services. I'd need to know about your organization and what solutions I'd recommend to you before we can even begin to talk about pricing.
As a team:
What customized options does your product/service have that can allow you to dig deeper to learn more about the customer?
In order to effectively recommend the prospect buy from you, what information do you need to know? Price is irrelevant if you're not certain what the person should buy.
Need Improved Inside Sales?
Check out the "EP Huddle." It's more than 55 training articles and tips that will yield immediate impact!
ABOUT EP HUDDLE
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.