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How Much Does it Cost?

 

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by Mary-Rose Hoja in EPE, Sales

How much does it cost? 

That must be one of the most discomfort-inducing questions experts are asked during sales conversations for their services and products!

It is where people really squirm. 

Prefer a video version of this post? We’ve got you covered:

The thing is, when asked at the right time in the right way, it’s a huge buying signal. When asked at the wrong time, it’s a clue that you are dealing with Looky Lou who will drag the sales cycle on and on while hogging your time and resources without ever actually buying. 

Or you could also be dealing with Sally Shop-Around who doesn’t see and feel the value of your input yet.

Our Expert Profit Engine method is all about escaping a sale based on price, and instead charging the value of the transformation you provide, focusing on a much more consistent and structured approach to monetizing your expertise.

We are all about scripts, and so here are seven responses to the question, “How much does it cost?”

Now if you’ve been following me for a while, you will know that I throw in a touch of humor and sometimes a little tough love because it works, so here we go. 

Question: How much does it cost? 

  1. “I’ll answer your question in a moment, but to give you a more informed answer, I’d like to ask you three questions.”
  2. “I don’t think we’re there yet because we don’t really know what you’re buying”.
  3. “Let’s look at what you’re looking to achieve first and then we’ll look at some pricing options based on that.”
  4. “You know, this might be a case for mates rates, let me just ask you a few questions and then we can answer the pricing question together”.
  5. “Look, it’s a million dollars, until we know what you’re buying. So let’s spend a moment narrowing that down”
  6. “A project of this scope needs a budget, so if you could just let me know the budget range earmarked for this, then we’ll be able to talk in more concrete terms”.
  7. “Let’s go through why we’re talking right now.. Look, if it’s not a good fit, I can point you to some other excellent resources that do things that we don’t. Sound like a plan?”

There’s so much psychology between each of these responses! If you’d like to know more, leave a comment below!

 

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