Quality vs Price - Turn it Around
Posted by Dee Dutton on Fri, Oct 30, 2009 @ 04:24 PM
When dealing with potential clients, many of us have heard the following:
"I think your price is a little high."
Maybe you have some time to spend with these prospects but maybe you don't. Hilary Hinton "Zig" Ziglar, author, salesperson and motivational speaker, suggests you look this prospect in the eye and simply say:
"You know, Mr. Prospect, many years ago our company made a very basic decision. We decided it would be easier to explain price one time, than it would be to apologize for quality, forever. Now, I bet you're glad we made that decision, aren't you? "
Can you close the sale with this phrase? It's honest, straight-forward and firm. Don't sell quality short. Mr. Ziglar believes in this philosophy and so do I.
Reference - "Turn It Around In a Moment", Zig Ziglar