When someone says it costs too much, what they are saying is “I don’t see the value in that.”
Value is what they want and what they will get. Price is what they have to give up in order to get it. In order to seal the deal, you must show your customers that you are offering more value than the price.
If they say it costs too much, you should wonder in your mind, “It costs too much compared to what?” Determine what is important to them. Understand the reasons your customers don’t see value in your product so you can create that value to convert them into customers.
Value always has a monetary component to it. In sales, always highlight the value of your product or service to decrease the focus and importance of price.
NOTE: Being a good listener comes from knowing what to be curious about.
“You can teach many people how to be better listeners but it won’t make them better listeners, it will only make them better at understanding better listeners.“
What makes a person a great listener is having the intense desire to hear what’s been said. Be a good listener increasing the need to hear and reason to listen. Also, if you want people to listen to you, focus on increasing their desire to hear what you are going to say.
TIMING: When to Ask for The Order
Do you know when to ask for the order? Wait! The customer will tell you. People teach you how to deal with them. You can tell from how they respond to what they are looking for.
Be aware of your customer’s body language and responses to understand if you are connecting with them. Therefore, if you want to get to listen to what you think they ought to be listening to, then you better start listening to what they think you ought to be listening to.
Customers give you buying signals. Anything a customer says or does that indicates a shift from considering a purchase to owning the product or service. Haven made a decision.
In other words, a customer is ready to purchase when they change their language from asking, “what if” questions to using ownership language such as, “So, when I am using this product…”
You can say something like “Why don’t we get started? All I need is your Okay on this.” or “The best way to get started is…”
KNOW THIS: It is likely that a customer is considering your product if they make a sudden change in behavior to make a physical contact with the item you are selling.