Sales Closing Book (SellingPower Library) by Gerhard Gschwandtner

Author:Gerhard Gschwandtner [Gschwandtner, Gerhard]
Language: eng
Format: epub
Published: 2008-06-25T16:24:00+00:00

49 Present your price by dividing it into small units. Since the average life expectancy for this equipment is five years, your total investment of $1,500 translates to about $1 a day. That's so little that you'll never miss it.

When You Present Your

Price, Never Follow the

Rules. Make Your Own

Rules!

Every industry has its particular way of presenting the final cost of a product or service. In the printing industry, most salespeople follow the rule of quoting each job on a cost-per-thousand basis. For example, the cost for 25,000 envelopes would be quoted at $1,125. Then the salesperson would divide that cost and say, "Your cost per 1,000 is only $45"

The problem with following the practiced standard is that your offer won't stand out in your customer's mind, and the buying decision will always be made on the lowest cost-per-thousand figure.

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