Written by Aaron Prickel Monday, 20 July 2009 17:18
The prospect asks you, "How big is your company?" You don't know the significance of the question and you haven't found her preference. Additionally, you don't want to be caught in a box and have the sales process end before you decide that it is over. Being the astute Sandler student that you are, you know how to answer -- you reverse. You say something like, "That's a significant question; why do you ask?" or "That's important. When you say 'big' are you referring to clientele, revenue or number of employees? Help me understand." You have avoided the trap and arranged to get more information.
Written by Aaron Prickel Monday, 20 July 2009 17:17
What do you do when someone calls and asks for your price, rates, or fees? Do you answer? Do you attempt to avoid or deflect the question? What should you do?
Before revealing your price, you need to determine why the prospect is interested in your product/service and why he called you. Following are some questions you should ask:
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