In The Sales Arena

The Power of Asking Great Questions We have looked at two tactical strategies: 1. The Columbo Approach 2. How To Ask the Tough Questions.   This week we are going to look at Questions to Keep You Out of the Price Trap!   If we were to work together and I brought you a proposal how would you go about evaluating price?   Would it simply be the cheapest price? Do added features and benefits matter? How would delivery time and service figure in? Would you look to us to create ideas and solutions that may be new to the mix? 2.  POWER Question – If I were to bring you a solution that was at a higher price but could show you better/higher ROI for using that product/service would that be a business case you are open to listening to? What if they say – "All I care about is price”?   “Typically that isn’t our strong suit but I would love to get involved and see where we are price-wise. How does that process work for you? How would we get involved? Gather the information and prepare to leave like a good little sales