Appointments for the field service are usually arranged by telephone. It is still common practice to keep oneself covered with concrete information - especially at the price. Is this taboo authorized?

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Habits change

Learned in sales training courses in the 80s Seller, the customers to the question “What will all this cost me?” with sentences like “I’ll get to the price in a moment. First let me tell you all the benefits.” to put off.

But let them People today – 30 years later – do you still like it? Customers today appear more confident and self-confident. They expect sales pitches eye level, coupled with concrete answers to their Ask.

Relationship or price - is that the question?

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For many providers, price is the weakest point. They think it would be better first in person Conversation to speak openly about the price.

After a relationship has been established and the benefit of the offer has been communicated in detail. But that often has negative Consequences.

In vain use

Many an appointment on site is in vain. The financial possibilities of the interested party lie clear too low. He doesn't want to make any investments at all. The product offered does not fit into its pricing scheme.

There are several reasons why vendor visits are doomed to failure in the first place. In retrospect, the question then arises whether it was really right to communicate the price so late.

Advantages of early pricing

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Early pricing has three key benefits:

  1. The customer feels taken seriously:  Because time is money. And no one wants the famous cat in a poke anyway. Everybody wants to know what it's all about and what the rough conditions are. Hardly anyone is willing to sit down with someone for an hour, if for him the rough direction - for example, the price - is not right.
  2. The work of the seller becomes more effective: The prize also serves as a filter to use the sales force only for appointments that promise a high order probability. Interested parties who simply do not have the financial means or who are unwilling to spend them on a special offer are sorted out first. In a second step, you can be contacted again with an offer that has been optimized for your needs.
  3. Interested parties will buy more easily: When they notice that the employees themselves do not have any problems with their prices - they stand by them - it reinforces the feeling that the price is appropriate and so probably okay. Otherwise, so the subconscious feeling of the interested parties, they would probably not dare to communicate this openly.

Taboos may also be broken

Those responsible should more strongly analyze whether, with their current way of reaching the deadline, they reach truly optimal quotas without price.

Or whether better sales results can be achieved by the timely, sovereign approach to pricing. Taboos may also be broken.


Top books on the subject

9783965961388

 9783965965546

 9783965965300

 9783965961043

 9783965962804

 9783965961685

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