SalesDog Quick Tip: "How much does it cost?"

How many times have you gone into a meeting with a complete presentation only to have your customer ask right off the bat "How much does it cost?" This question can throw you off guard when asked early on, especially when you sell complex goods or services. Sales trainer Al Uszynski has the quick tip you need to navigate this tricky situation:

Like many complex products it's hard to answer that question early in the sales dialogue. It's also not advantageous to discuss cost until you've had a chance to create more value in the customer's mind.

When faced with a premature cost question, try to defer it to later by saying something like, "I know that the amount you invest is very important to you. So that I may suggest the product variation that best suits your needs, may I ask you a few more questions?"

Al Uszynski is a results-focused sales trainer and professional speaker. His proven, quick-start sales training program, "15 Ways to Grow Your Sales Tomorrow" helps sales professionals ignite immediate sales growth. Learn more by visiting www.Uszynski.com

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Negotiate a Testimonial

Are you about to give your customer a price break?

"If so, it doesn't hurt to ask for something in return," says sales trainer Al Uszynski. "When lowering your price, propose to your customer that you would consider it a personal favor if they were to provide you with a testimonial quote about their experience with you, your product or your company. Of course, you'll explain that they would deliver the quote only after they've received the goods and are completely satisfied."

"Customers are more apt to type a quick email with a testimonial quote than to print and mail a formal business letter," says Uszynski. "Take the quotes and make a testimonial sheet that summarizes the experiences of the customers that you've personally served."

Al Uszynski is a sales trainer and professional speaker. He delivers speaking programs that deliver smart and insightful sales strategies – designed to help your people and your organization sell more, earn more and profit more. Visit his website at www.uszynski.com for more information.

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