Are These 2 Words Sucking Your Sales Dry?
Posted: Monday, November 24, 2008
by Kim Duke
The Sales Diva
There are 2 little words that currently cause YOU a TON of stress.
In fact, these words make grown women hum and haw, stutter and stammer, look at the ground, look at the sky, and clear their throat a lot.
Here's what else happens.
These 2 little words make:
Your heart flutter
Your stomach jump
The saliva leave your mouth (you wouldn't be able to swallow crackers or whistle even for a million dollars)
Almost sounds like lovvvvvvvvvvvve (or lust!) ...but it definitely isn't!!
What Are The 2 Little Sales Sucking Words?
Are you ready?
Wait for it.....
It's when your customer asks you...
"How Much?"
Yep. Those 2 little words have the power to turn business owners and sales women everywhere into babbling idiots.
It's not pretty.
So how can 2 little words cause such a FUSS?
Well the words HOW MUCH make you nervous if you're:
Unsure about your product or service
Needing the money NOW
Not confident in your pricing
Remember PRICE is a component to the buying process however; it isn't in the Top 3 reasons why someone chooses you. (unless you're Walmart)
Customers buy from you if they like, trust, and respect you, your company and your product.
The relationship, the credibility, the value, the UNIQUENESS of what you have to offer is more powerful than a cheap price.
When your customer asks "How Much?" - they're curious about the value in comparison to price. They're curious if it fits their budget. They're just curious!
What they're NOT asking (although you hear this in your imagination lady) is:
"I want to know how much you cost so I can offer you a lowball price and hope that you take it as maybe you're desperate and if you don't dramatically drop your price then I will take my business elsewhere (probably to the competitor you hate the most) and I will never, ever, ever consider buying from you again and I'll tell everyone I know- including my mother) not to buy from you too. So there."
The words HOW MUCH cause so many women to drop their prices ridiculously (when they don't need to) which of course causes a ripple effect of you accepting business from people who will never appreciate what you offer.
Remember - the ONLY time you discount is when you receive something else IN RETURN for the amount you discounted. For example - they commit to a higher package, higher volume, referrals or something else equally fabulous. (But that's another article entirely!)
So the next time someone asks you "How Much?" - respond with my 2 favorite little words:
"It Depends."
Give them a range of pricing starting with the highest and then going to the lowest. ie. We offer services ranging from $5,000 to $100. Or mention your price and then shut up.
And for goodness sake, make sure you ask them what they're looking for instead of dumping a ton of info on them. (this is where I often see the babbling take place)
So there.
Love From Your Bossy Sales Diva,
Kim
P.S. If you loved this article, can you please pass it on to 3 of your sassy friends?
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Thanks a million!
Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com
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