Always remember where you are on the "sales path". It is there to keep you on track.
Here's a simple example of what we are talking about.
Qualify. Match. Close. That is the sequence, there is no other. So, if a client demands to know a price you may well have to deal with the question. However, the "deal" is to get them back to your position (not theirs) in the sales path – not to agree the price too soon.
So, a possible response is “Sure, let me just ask a couple more questions and I’ll then know which product to quote you first.”
Comments