I’ve been on countless stages and one question I hear a lot is:
Blair, how do I get the money I need when I close?
The answer is simple if you’ve followed my techniques so far.
You got through the basic elements to close a deal. Now it’s time to deliver.
If you asked trial close questions throughout your conversations, your client may already be on board. But, now you need to arrange the delivery and payment part.
First, you’re going to talk about pricing. Especially if you haven’t worked out a deal beforehand.
Your business or product costs money. And, this is where a lot of salespeople get hung up.
I always bring up two prices when closing a deal. The first price is your competitor’s pricing or pricing that’s not yours. Choose a price that’s more expensive than yours and bring it up first.
For example, I did a deal with an airline company a few years back for some team development training and a little bit of sales training. I knew that they used a very big global consulting firm at the time.
The firm was very good and very professional. And they were also very expensive.
So, when I got around to pricing, I broached the $100,000 per month they were paying for the firm’s consulting service. I also brought up the value of my training, but I wasn’t charging $100,000 per month.
When I mentioned my pricing, it looked cheaper in comparison.
What happens if you just throw a number out there without the comparison?
Many people don’t understand the value of what you have in a monetary sense. So, it’s a good idea to offer a comparison price before you tell them what your prices are. Otherwise, your pricing looks expensive without the comparison.
Sometimes you may have a third price or discounted price. If you have the ability to give a discounted price, offer it last. Don’t say it upfront, though.
Talk about the discounted price at the very end once they’re already sold on the whole deal.
Also, give a limitation on the deal by quantity or by time. If you don’t put limitations on it, the deal has no validity. Plus, it sounds like you’re just trying to schmooze people.
Remember, it’s all about how you frame it.
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