It’s amazing how often we negotiate with ourselves in Sales. We offer up things throughout the sales process without getting anything in return. We proactively give discounts because we’re so used to people asking for them or we’re not confident in the value our solution provides. When someone asks for the price we say things like: “It’s $10,000… but it really depends on how many and how long…” yadda, yadda, yadda. How do we know the client doesn’t think $10k is actually reasonable? Why give them an objection before there is one? Your reaction to a prospect’s question usually dictates their response.
If you have kids you know exactly what I’m talking about. When a kid takes a digger they almost always look to the parent for their reaction before they react themselves. If the parent doesn’t make a big deal of it the kid usually brushes it off and is fine. If the parent freaks out the kid usually starts crying immediately.
One of my personal rules to success is “confidence overcomes most shortcomings except for an ego.” We need to be more confident in our solutions, our value, and ourselves. We need to stop negotiating or throwing out objections before there are any.
Silence is a beautiful thing. Get used to it. When someone asks for the price, tell them in a confident (not arrogant) tone and then shut up. See what happens.
Your reaction to a prospect’s question dictates their response. Be confident in your solutions, your value, and yourself.
Make It Happen!
P.S. A quick note about discounts. I’ve never said don’t discount, but don’t discount without a reason. There is a major difference in saying I can get you 50% off versus, if you preorder my 2018 Executive Priorities, I’ll include the 2017 edition for you now at no additional cost. I’m giving you the 2017 edition because I’m getting payment for the 2018 edition early. These gives and gets are a major part of my Driving to Close program.