Clients Say, "How much is it?" And You Say, "..."

Summary

The video script offers sales professionals advice on handling the common objection of price inquiries. It emphasizes the importance of understanding why clients ask about costs and the timing of their questions. The speaker advises against revealing prices too early, suggesting instead to redirect the conversation to uncover client needs. If asked later in the conversation, the speaker recommends providing a price range and asking follow-up questions to gauge client comfort. The script also promotes a two-hour masterclass and a seven-week program for those interested in advanced sales training.

Takeaways

• 💡 When clients ask about pricing early in the conversation, it indicates they want to know if it fits their budget without much interest in features or benefits.
• 🔑 It's crucial not to disclose the price too soon to avoid losing control of the conversation and the ability to understand the client's needs.
• 🗣️ If asked about pricing early, redirect the conversation back to the client's needs to uncover why they contacted you in the first place.
• 💭 Use phrases like 'it depends' to guide the conversation towards understanding the client's requirements before discussing price.
• ⏰ Timing is key; if pricing is inquired about towards the end of the conversation, it's more appropriate to discuss it after establishing the client's needs and qualifying them.
• 💸 When providing a price, always follow up with a question to gauge the client's comfort level with the cost, such as asking if it's within their budget.
• 🤔 If resistance to price is encountered, it's an opportunity to handle objections, which is a topic covered in more depth in advanced sales training.
• 💰 Offering a price range can be a strategy when clients press for pricing information, allowing them to gauge if it aligns with their expectations.
• 🌟 Empowerment is essential; as a salesperson, you should maintain control over when to reveal the price to retain power in the sales process.
• 📚 The speaker offers a two-hour masterclass and a seven-week program for those interested in advanced training on high ticket closing techniques.

Q & A

Why do clients often ask about the price early in a sales conversation?

Clients ask about the price early because they want to quickly determine if the product or service fits their budget without getting into details about features or benefits.

What is the recommended approach when a client asks for the price at the beginning of the conversation?

Instead of directly providing the price, the salesperson should redirect the conversation back to understanding the client's needs by responding with 'it depends' and asking more about what the client is looking for.

How does giving out the price too early affect the sales process?

Giving out the price too early can cause the salesperson to lose control of the conversation, as they have not yet established the value or need for the product or service, leading to a focus on price rather than benefits.

What is the term for the situation where the salesperson starts justifying the price after the client objects to it?

The term for this situation is 'justification mode,' where the salesperson feels compelled to defend the price and the value of the product or service.

At what point in the sales conversation is it more appropriate to discuss price?

It is more appropriate to discuss price towards the end of the conversation, after the salesperson has qualified the client, built up the need, and established the value of the product or service.

How should a salesperson respond when a client asks for the price after the middle of the conversation?

The salesperson should provide the price but immediately follow up with a question to gauge the client's comfort with the investment, such as asking if the price is within their budget.

What is the purpose of asking follow-up questions after quoting a price?

Asking follow-up questions helps to continue the conversation, understand the client's reaction to the price, and provides an opportunity to address any concerns or objections before they become deal-breakers.

What strategy can be used if a client insists on knowing the price during the middle of the conversation?

If a client insists on knowing the price mid-conversation, the salesperson can provide a price range and ask for the client's reaction to gauge their budget and comfort level.

How does the speaker suggest maintaining control in a high-ticket sales situation?

The speaker suggests maintaining control by strategically revealing the price, focusing on building demand and creating needs before discussing cost, and always redirecting the conversation back to the client's needs and wants.

What additional resources does the speaker offer for learning more about high-ticket closing?

The speaker offers a two-hour masterclass and a seven-week program called 'High Ticket Closer' for those interested in deepening their understanding and skills in high-ticket sales.