I’m always amazed at the number of salespeople I encounter who cannot give the customer solid eye contact when they’re presenting their price.
If you can’t give your customer solid eye contact when you present your price, then you are telling your customer you don’t believe in your own price.
Smart customers and professional buyers in particular know this and are watching you when you present your price. They also know how they can use their own eyes to get you to doubt your own price.
Professional buyers know one of the most important times for them to give you eye contact is just as you present your price. They know by watching your eyes, they can quickly determine not only how much give there is in the price, but more importantly the speed they will be able to get it.
If the salesperson can’t give the customer eye contact when they’re presenting their own price, then it proves one thing — a discount in the price is in the making. If the customer pushes back, the discount will more than likely come.
For some salespeople giving eye contact at this critical moment in the presentation is something that is going to take practice.
I recognize that it doesn’t always come naturally, but I will guarantee you that being able to give eye contact at this point will increase the profitability of the sales you make.
Not only will you increase your profitability by being able to sell more without a discount, you will also sell more by merely demonstrating your confidence.
The best way to practice this is by doing it in front of a mirror. You’re right, it can sound strange, but I guarantee you it will help.
Think of it this way — if all it takes is some eye contact to increase your closing ratio, then what you waiting for?
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
Very good tip, Mark, and I will practice this. At this point, the prospect and I usually have our heads buried in the proposal.
I always do a written proposal for customers, and this serves as the basis of the contract. Would you suggest that I make a presentation instead, and then give them the written material for their review at the end?
Very good advice for new people like me just starting our own business. Just got your book and I am learning much about how to price my services.
Nice tip Mark, Actually it is totally true
Absolutely right Mark! Price needs to be presented with complete confidence and in a very matter-of-fact way. As a consultant/trainer like yourself I don’t call it the price but the fee and the fee is presented like, “blah, blah blah and the fee will be just $5000.00.”
Price should be presented as if to say, “That’s a fair and reasonable price for the fantastic value you’ll be receiving for this product/service.
Salespeople should study body language and should be aware of not only the prospect’s but also their own.