Technique
Close out any objections they have about price by making sure they can afford it.
Find how much they can afford. Then show that you have a finance plan that fits their capability to pay.
Bring in other factors to re-frame the real price, such as lifetime costs.
Show the price of not buying - for example the cost of continued ownership of the current car.
Strip down what is being sold to the bare minimum. Remove all the options (and maybe sell them as separate items).
Sell them something else they can afford.
Last option: bring your price down to what they are prepared to pay.
And always remember the caveat: do not close people into debt they will not be able to repay.
Examples
How much per month can you afford...yes, we can make a deal for that...
The initial costs seems high, but by the end of the year you will have recouped the costs.
The basic model will fit into your price range.
The maintenance costs on this are very low.
The cost per page of this printer is the lowest in class.
If we can bring the price down to what you say, will you buy today?
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