Part three: getting beyond price
Sample statements to help you and your team bring sales discussions back to the value discussion…
• "The investment is anywhere from $X,XXX and $XX,XXX [wide range]. Your return on that investment will depend on several variables. What prompted you [or your company] to look into this now?"
• "The base price starts at $X,XXX. Let's figure out what's best for you, and then we can get more specific. How do you plan on using the [product]?"
• "There are so many different variables that come into play, but the price is generally between $X,XXX and $XX,XXX [wide range]. Once we look at your situation we'll be able to pin down a more specific price. How have you been handling [their current process or situation] over the last several months?"
ABRAHAM LINCOLN (1809 - 1865 )
16th president of the United States
HOW MUCH IS IT?
• "The price ranges between $X,XXX and $XX,XXX [wide range]. Once we nail down your objectives with this, we should be able to get more specific. What would you consider to be your primary challenge with this [area of discussion] right now?"• "The investment is anywhere from $X,XXX and $XX,XXX [wide range]. Your return on that investment will depend on several variables. What prompted you [or your company] to look into this now?"
• "The base price starts at $X,XXX. Let's figure out what's best for you, and then we can get more specific. How do you plan on using the [product]?"
• "There are so many different variables that come into play, but the price is generally between $X,XXX and $XX,XXX [wide range]. Once we look at your situation we'll be able to pin down a more specific price. How have you been handling [their current process or situation] over the last several months?"
ABRAHAM LINCOLN (1809 - 1865 )
16th president of the United States
SALESTOUGH™ ('sAlz - tuf): adjective
- characterized by uncompromising determination
- resilient
- relentlessly prepared, objective and service-oriented
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- Opening statement guide
- Networking guide
- Closing checklist
- Top 30 open-ended questions for those in sales
- The classic 1500-word essay on initiative and responsibility, A Message to Garcia
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