How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee by Lawrence L. Steinmetz & William T. Brooks

Author:Lawrence L. Steinmetz & William T. Brooks
Language: eng
Format: mobi
Publisher: Wiley
Published: 2008-05-01T14:00:00+00:00

The “So...” response actually causes the prospect to demand a sales presentation from you. One more time. When the prospect says, “You guys are 20 percent higher than anybody else,” and you say “So...” (and shut the hell up), we guarantee that the prospect will respond to you with the likes of: “So, what makes you think that I am going to pay that kind of money?”

And when your prospect responds that way, bam! You jump at the opportunity to answer that question. You say something like, “I am glad that you asked that question. Let me give you the answer to that. Let me tell you why people pay us that kind of money. Let me tell you about the technical help, and support, and blah... blah... that we provide for you.” Now, they’ll listen to you!

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