Who wouldn't want to take the 2011 model for a spin?
I haven't visited a Maserati dealership lately therefore I am not sure how willing they will be to let me open it up on the highway. They may ask me some pesky questions to try to determine if the price is in my "ballpark".
Why would they want to spoil my fun?
When you meet with a prospect are you able to determine their budget, even if it is a ballpark amount? Your sales process needs to include a strategy to uncover whether there are sufficient funds in the budget, or if you have entered into a "how low can you go" negotiation controlled by the prospect.
Sales is all about emotion. It is exciting when someone expresses interest in your product. Interest is great, being paid fair market value is what will keep you in business.
Value is connected to addressing the customers pain. Once that has happened you will need to begin to outline the fees for services you will offer to eliminate the pain. You have established credibility by asking questions and offering the opt-out right at the beginning. As you have probed for pain and uncovered it, you must tell them what is involved to invest in you. It is easy to skip this step until the end. Don't wait...it could cost you!
No comments:
Post a Comment