How to Sell Price Focused Shoppers By Action International Business Coach Michael Bedard
The most common complaint we get today as business coaches to small to medium sized business owners is that, "we can't compete with the big guys on price."
The perception in the market place is that people are shopping on price alone. The only reason your customer asks the price up front is because that is what we as business owners have trained them to do.
How many times have you rung or gone into a business not really knowing what model, style, color or features you were looking for and purely asked for the price? At this point did the sales person come back with "that is $29.95" or did they ask you some questions about what you were looking to use the product/service for? In this instance let's say it is a kettle.
Now in most people's eyes a kettle is a kettle; but, they have many different features and offer many different benefits. So what if the sales person simply said to you when you inquired about price, "just so I can help you best is it okay if I ask you a couple of questions about the kettle you are looking for?" Would you have answered yes? My bet is that the answer would have most definitely been yes!
The sales person could then ask questions like; are you looking to replace an existing kettle or is it a gift for someone? Do you regularly use your kettle or is it rarely used? Would you like a kettle with a quick boiling time? Have you seen the cordless options that are available? Are you looking for something to match your kitchen? So what color are you looking for? Is it important that it has an automatic cut off when the kettle is boiled? Are you after a stove-top option, or an electric kettle? Kettles come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?
The perception in the market place is that people are shopping on price alone. The only reason your customer asks the price up front is because that is what we as business owners have trained them to do.
How many times have you rung or gone into a business not really knowing what model, style, color or features you were looking for and purely asked for the price? At this point did the sales person come back with "that is $29.95" or did they ask you some questions about what you were looking to use the product/service for? In this instance let's say it is a kettle.
Now in most people's eyes a kettle is a kettle; but, they have many different features and offer many different benefits. So what if the sales person simply said to you when you inquired about price, "just so I can help you best is it okay if I ask you a couple of questions about the kettle you are looking for?" Would you have answered yes? My bet is that the answer would have most definitely been yes!
The sales person could then ask questions like; are you looking to replace an existing kettle or is it a gift for someone? Do you regularly use your kettle or is it rarely used? Would you like a kettle with a quick boiling time? Have you seen the cordless options that are available? Are you looking for something to match your kitchen? So what color are you looking for? Is it important that it has an automatic cut off when the kettle is boiled? Are you after a stove-top option, or an electric kettle? Kettles come in different cup capacity; do you require 10 cup capacity or is 5 a better size for you?
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