When the client doesn't even seem to listen to you, but is very impatient to hear the price, it can be quite discouraging. How to deal with this issue?
First, it is important that you understand why is he asking you that?, and of crucial importance is also exact moment in which he asks you. For example. if a client asks you this question after only 3-5 minutes of conversation, whether it's on the phone or in person, it means they want you to get straight to the point. He is not interested in what you can do for him, how he benefits from what you offer, he is only interested in whether it fits into his budget or not.
The moment you tell him the price, you've lost control. Before that, it is necessary to gradually discover his needs, what exactly he is looking for. As soon as you say the price, you lose power, because then all that's left is to wait for your client to say, "No, that's too expensive" or "No, I don't want to pay for that."
After a situation like this, you will most likely start to make excuses: "But our product is so good, we've been doing this for X years..." and automatically the client will see you as a typical seller, and that's not what you want.
Therefore, if the client asks you for the price at the very beginning of the conversation, you should redirect communication to his needs and discover why he started talking to you in the first place. So, if he asks you that question at the very beginning, simply say - depends. Then he may ask you what it depends on, and you say: "It depends on what you are looking for, so please tell me more about it." And there it is. You are back to client's needs, on the client's wishes, on the occasion of your conversation.
If after half the conversation or even at the end, after you have gradually examined his needs, after you have presented him with all the benefits and it is really time to talk about money, if the client then asks you: "What is the price?", again don't say right away for example. "Well, €1000" (or whatever the price is).
After you tell the price, the client might immediately say okay, that's fine, but most people will say, "Ugh, that's a bit expensive for me" or "That's more than I expected." It is a natural reaction of the customer. That's why it would be best to post right after your answer another question. For example. "The price is €1,000. Are you okay with spending so much money?” or "Does it fit into your budget?" That way you deepen the conversation. It is always important to focus the conversation on the client and their needs.
If the client is pressing you and won't stop with that question, it's a good idea to give them one price range, from to. Always say that it depends, that the price is formed based on what he specifically needs. When you arrive at a price, always ask how the client feels about it, whether it is acceptable to him. Listen up what the client has to tell you. Clients can say: "Okay, that's roughly what we calculated", and they can also say: "Oh, wait, that's a lot more than what we planned to spend" and in that case, go back to the story about them.
In traditional sales, the buyer has complete control and power, because the buyer is the one who puts up the money. However, you should understand that you as the person closing the sale also have the power to – power to disclose or not to disclose the price. Maybe it's too early, maybe you haven't built the demand, you haven't created the need for the product in the customer, so always give yourself more time and say - it depends. This way you retain control and thus give yourself a better chance of taking the client through the whole story and closing the sale.
I hope these tips were helpful to you, and if you want to increase your online sales, read more about our services.
Source: youtube.com/DanLok
