Below are 5 stupid phrases salespeople say right when they’re presenting the price and trying to close. (Usually what ends up happening is they offer a discount! Ouch!)
Have you ever found yourself saying…
Is that more than you thought it would be?
Are you concerned about the price?
How does this price compare with what you’ve been looking at?
I’m sure there is some flexibility in the price.
I think I can come up with something cheaper.
As you read through them, you may have breathed a sigh of relief because you can’t recall using any one of them.
Guess what? Most people have used them or variations of them, and worst of all, we don’t even realize we’ve used them.
We use phrases like this because we’re not confident and we’re trying to close the sale based on our friendliness to engage the customer. Big mistake!
Never try to close a sale unless you are confident. If you’re not confident, there is no way you will be able to come out of the sale with the highest level of profit possible.
Also, using friendliness to close a sale is certainly a fine strategy, but use it throughout the sale process — don’t just double-down on the use of friendliness as you close the sale.
In this situation, the friendliness you’re displaying to the customer is causing anger with your company by costing you and your company profit.
When you state your price, you must do it with confidence in you voice and body language, and then after stating the price, be silent.
It’s the silence that destroys the salesperson who is not confident. The silence overwhelms them and they suddenly make a stupid statement like one of those listed above. State your price and wait for the customer to respond.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
Great article! Thanks for sharing.