Tel-E Sales Tip of the Week
June 20, 2008

Published By Art Sobczak, Business By Phone Inc.
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This Week's Tips: 
Dealing With Price Resistance, and No's

Greetings,

Each month in my Telephone Prospecting and
Selling Report eight-page sales tips newsletter,
which you can get online and as a hard copy, as
a member of my Telesales Success Inner Circle,
http://www.TelesalesSucccess.com , I have a
regular feature where I dump out my file of random
sales observations, rants, pet peeves, and other
items. Here is a sampling from a recent issue.
 

_______________________________________

I ran into a local Chinese restaurant at
lunchtime to get a takeout order from the lunch
menu. The woman at the counter told me that they
did not have soup to go with the lunch specials,
just for dining in.

I really wanted some hot and sour soup.

“So how can I get soup?”

She pointed to the menu and said all they had was
the big container for two, for six dollars.

“How about just filling it half-way, making it
for one, and charging me half-price?”

She smiled and said,

“The soup is for two and is $6.”

I bought it.

Wow, what a great example of simply standing
firm on price. How do you respond when asked
if you can do better on price?
 

_______________________________________


Speaking of price, I found somewhat of an
unconventional way to deal with a higher price in
the book, “When the Other Guy’s Price is Lower,”
by James Bleech and David Mutche.

When your price is higher, mention it early in a
call or relationship: “Our product is one of the
higher-priced in the market. Is that a reason for
us to stop talking?”

If the prospect says he wants to continue, then ask,
“Why is that?”

This gives you great information. If he says he
does not want to continue, ask for a further
explanation. You might be able to deal with it,
but if not, at least you get this person out of
the way early and avoid wasting time.

If you EVER run into a situation where you are
questioned about price, or have ever dropped price,
I want to show you how to quit giving away pure
profits. Check this out:
http://businessbyphone.com/sellvalue.htm

_______________________________________

At the grocery deli counter, the guy greeted me
with, “What can I help you with pal?”

After pointing out the cheese I wanted:
“This one bud?”

He showed me a sample: “OK, chief?”

Then, “What else boss?”

He handed it to me: “There you go my friend.”

As I left: “Take it easy dude.”

Need I even comment on this exchange? I mention
it because I sometimes hear similar things on
phone calls, although not to this extent I admit.

Pal, dude, chief, boss, my friend, buddy…perhaps
those terms have an appropriate place with a good
friend in a casual conversation, but my feeling
is that they annoy most others.


_______________________________________

I had the opportunity to attend a fundraising
dinner as part of a celebrity golf tournament for
Arizona youth baseball. Got to meet a few Hall of
Fame Major League baseball players…very cool.
(Also spent a small fortune on a rare Roberto
Clemente autographed baseball I won at the oral
auction. Oh well, it was for the kids.)

During the dinner, kids were working the crowd
selling raffle tickets. I had already purchased
five $20 tickets earlier at the door, and a young lady
(fourth grade as I found out) approached our table and
very confidently asked,

“Would you like to buy some raffle tickets?”

I smiled and told her I already had bought mine.

Now, I was impressed that these kids were
approaching adults and asking for money (although
I’m sure they do it to their parents all the
time…different scenario), so I tried to be as
gentle as possible in saying no.

She totally surprised me when she said,

“That’s OK. Buy another one from me.”

I had nothing! Brilliant! Of course I had
to buy some.

That’s a great example of someone not being
deterred by an initial no, and, in fact, being
prepared for it, and then asking again.

I actually had no good reason for not buying
another one—it was a fund raising event after all.

Quick, what is your response when you get an
initial no (which probably is not a real reason
for not buying)?

_______________________________________

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QUOTE OF THE WEEK

"You cannot dream yourself into a character: you must
hammer and forge yourself into one."
Henry D. Thoreau

 

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request. Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399.  Or, email:arts@businessbyphone.com