Jul 25, 201207:14 PMWhat's in Her Sales Bag?

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There Is Power In Presenting Your Pricing In Person

There Is Power In Presenting Your Pricing In Person

"Can you email me your pricing?"  "Don't worry, I'll just email you my pricing and get back to you."  Does this sound familiar? You are either being asked for pricing or you are doing the asking. I'd like to share with you why you should not send, email or fax your proposals to your prospects without reviewing it with them first. Notice that I said "prospects." When you are trying to earn someone's business, it is mission critical that you make every attempt to "earn" their business.

Let's go through some steps that I hope you are taking to earn the business and why the proposal part is just as important as getting the first meeting.
  1. You've met someone at an event and you both connect, and you agree to follow-up to schedule a meeting. 
  2. Since you are trying to earn their business, you should follow-up first with both the handwritten thank you card and gaining the appointment.
  3. Like I have stated in the past on some of my previous articles, this first meeting should be face to face at a business office not over lunch. 
  4. When the initial meeting is over, schedule the second meeting right then and there. Why are you waiting to get back to the office send an email?
  5. You are now recapping the meeting and preparing to present your recommendations. Remember, you are the trusted advisor and the expert so you can't ask the prospect what they need, you must recommend what they need based on your expertise.
  6. Now it's time to present the proposal.  Let me pose some questions to you: Do you know your competition? What makes you differentiate yourself from your competition? Are you offering a service or are you selling widgets? How important do you think it is to have face to face communication with business decision makers? Do you want to make yourself available to answer questions.
Why are some service providers so easily persuaded to give a prospect their pricing when asked? You mean to tell me that you don't want to finish the race of building a relationship?  If this were track and field and you were running the 400 meter race, you just quit at the last 100 meters by emailing your pricing.  Just because someone asks for what they think they want, doesn't mean that this is what you give them or what they need.
 
When you schedule a meeting to review the pricing with your prospect, it is essential that you observe the nonverbal.  The nonverbal is that facial expression from the prospect that could exhibit: they don't understand your fees, they don't agree with the fees or  they are pleased with the fees and they are ready to do business.  You must be there to address these nonverbal objections or affirmations.  The last thing that you want to do is wonder why someone isn't ready to do business with you.  You should always know "the why."  What was important to this business to do business with you?  Why would they change their providers and why wouldn't they?  Do you know "the why?" You definitely aren't going to know why if you don't meet with them face to face and ask for the business after you present the pricing.
 
There is power in presenting your pricing in person. Don't be so eager to get the business.  Take your time to show the value in your services and earn the relationship.
 
What do you do when someone asks you give them pricing without having a meeting to review?  Are you open to trying something new or maintaining your current process?  Let me know your thoughts.
 
Happy Relationship Selling!
 

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About This Blog

Starting with her strategy sessions, Yvette Alexander Slate selects the right customized roadmap to growth for each client and business team. Whether she is talking with the partner of a law or accounting firm, the owner of a luxury spa or the staff in a physician’s office, Yvette guides each individual to grow, gain confidence and sharpen personal skills. Her warm, engaging style puts people at ease to share in one-on-one or group meetings. The customized coaching that results from these relevant and thought-provoking sessions helps individuals to build authentic, enduring relationships that drive business growth.

To connect with Yvette, contact Carried The Bag, LLC by calling 614.934.1282 or at salescoaching@carriedthebag.com. Visit Carried the Bag online at www.carriedthebag.com

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