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Common Questions and Answers
I get emails all the time and it’s great because I get real insight into what reps face day in and day out – and how they are dealing with it. The email below is a perfect example of this. I’m sure this rep isn’t alone in facing this kind of selling situation.
I’ve listened to your CD set many times. You opened my eyes to disqualifying prospects. You’re right, “You can’t close unqualified leads.”
I sell life insurance and on occasion I will have someone ask me, “How much would an insurance policy cost me say for $25,000?” If I just tell them how much it costs then I usually lose the sale and it ends there.
After listening to your CD’s I think I shouldn’t be giving out the price. What would you say if someone asked you this question?
Thank you Mike
Rino R. Canada
Rino, that’s a great question, and you’re right – you shouldn’t just give a price. If you do, you’re giving away all control and leverage of the sale. Here’s what you should do instead. Just say,
Now, if your prospect is just shopping and you get the feeling he/she isn’t serious about it now, then after you ask these questions and determine they aren’t ready, then instead of giving a price you should say:
“Well, as I said, it really depends on when you’re ready to buy the policy. I’d give you a range of anywhere from $75 – $100 per month. Tell you what, when you’re ready to look at some definite numbers, could I be the first person you call?”
And then get their contact info, any other buying information, and move on…
That’s the way to handle any inquiry into the price of your product or service.
Thanks, Rino, for your email and all the best!
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com