Page 68 - Oxford 10 Step Manual

STEP 8 -
PRE-CLOSE & PRICE PRESENTATION
DO NOT GO TO THE TIME MANAGEMENT DISCOUNT UNTIL YOU DO THIS.
The following is way to
get through this process
and get the discussion focused on the cost....or the money!
Most of the time, you get objections to moving ahead. After all, you gave them a price that is good for 30 days.
There is no urgency for them to decide! Not yet! This is deliberate. Because we want the next discussion to be without buying pressure so we can be sure there are no issues other than pricing that would stop them from going ahead.
Here is an example of how this could go:
Prospect: We like the window, but that’s still a lot of money.
Or....We like what we heard, but we don’t make decisions such as this unless we think it over.
Or....I’m sure we’ll go with you, but we haven’t shopped around yet. Leave the price and we’ll call you.
HERE IS A RESPONSE YOU CAN USE, NO MATTER WHAT THEY SAY!
Salesman: I understand! My wife and I are the same about these things and that’s fine with me. Let me ask you two questions about the demonstration you just saw.
Question #1. Forget the cost! Did you ever think you’d see a window so pretty with all that technology? (You can reiterate features and benefits)
It’s amazing, isn’t it???
THE ONLY ANSWER A REASONABLE PERSON CAN GIVE IS.. Yeah! it is!
Question #2. Put money back in to this question, because I guess everything is about money. With all the technology we have in the window, do you think the price for all those features is too high, too low or just about where you thought it would be?
Your customer will respond with something like, “well it’s a great window but it’s just too much for us. I could tell it was going to be expensive.”
Or...we never thought windows would cost that much, even good ones.
NOW YOU CAN PUT PRICE INTO PERSPECTIVE
The reason the cost is where it is rests with the fact that all costs are rising. Think about other things you buy:
• CARS cost more.
• CLOTHES cost more.
• Groceries costs more.
• Everything Costs More!
Salesman: I noticed you have a Taurus (any model) in your driveway. My Dad and uncle told me of their first car in 1956, a Ford Mainline. It cost $2,100 and the payment was $63.00.
The Taurus is today’s version of the 56 Mainline. Do you know what they get for a new Taurus?
The answer will range from $20,000 to $28,000. If not, get it up there.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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