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“Once I’ve convinced them, I’ll give them the price.“ “I’ll save the price for the last stage.” That’s common advice. If you talk ahead about price, you’ll look greedy. You’ll lose the deal. They’ll run for the hills. And that might be true… if it doesn’t have a context. BUT if you think of it this way: talking price early. Will clear the air and put up a filter from the start. Will let both you and your customer see if there’s a financial fit. Will make things straight to see if there’s an actual urgency and intent to it. It takes off the anxiety that could build ahead in the process. Lets you take things as “they’re not ready yet. And that’s ok.” Makes you seem less of a desperate, and more of someone in control and not afraid to take the bull by the horns. And you know what? While at the beginning and first times you’ll be scared, the more you do it, the more fun it becomes. Because then you won’t be looking for what’s in it for you, but how you can truly help your customers. |