“How do you feel about the price?”
An open question in the final straight is a blunder at cardinal level. But this we´ve already agreed, haven´t we? Always show the price of
your product or service with
BIG NUMBERS ENOUGH! For example: 68,000€ from which
1) deposit and 2) final payment and 3) monthly installment are:
3,500€ 64,500€ 631€/month
The whole contract price with big numbers at the top of the page (A4 horizontally), in which case the price nearly takes half of the space. And under this 1) deposit, 2) final payment and 3) financial part horizontally. Do it so that you draw the numbers to the paper when your customer presents and at the same time tell your matter with sure voice emphasising the advantageous, good price.
For example: “Sale price with taxes is only 68,000€, from which the deposit is 3,500€ today and the final payment 64,500€ within a week from the signing.”
It is extremely important that you are a self–certain, good pricer and you present your matter with calm, selling tempo and the numbers drawn by you are BIG AND CLEAR. Rather use a soft ink–drawing–pen instead of a normal pen.
CORE INFO Once the numbers are on the paper in front of your customer´s nose and the matter have been told verbally, you no longer speak! Always start pricing with big, fast deposit- and monthly payments.
It is a question of using the so called SILENT CLOSING –method, which means that he one who says the first words has lost the game.
That is the way it goes, so in any case do not ask anything stupid like “do we make a deal?” Wait for the customer to open his mouth. Just wait! You have drawn a tight, quite high deposit and possibly a quick term of payment for the final payment to the table, with which you direct the customer to take a stand on the deposit. You keep the control to yourself.
When the customer states that the deposit cannot be paid at this moment, you ask him coldly coolly: “Robert, if I could arrange you a little time for paying the deposit, you would be ready to sign the papers for the purchase of the property immediately, wouldn´t you?”
The former CEO of the Union Bank of Finland, Counsellor of Commerce Mika Tiivola stated aptly that, money is a measure of value! It is true. With the contract price a thing is evaluated to be worth of a certain value. As a seller you have to present it to your customer as the only right alternative at that particular moment, when a product or a service is presented. The price is the culmination of selling, after the work you have done to value the deal.
A customer senses and knows from the beginning that you are willing to sell him something. You want to make a deal with him. He becomes more and more ready to it, once the things have been gone through correctly.Repeat them and talk about the matter in a simple way, so that a customer understands, what he is buying and what kind of advantages and benefits he gets from it. Participating in presentation is pre–buying a thing or a product.
Correct tactics create a WANT in the customer to buy. Then it is the right time to talk price. A customer no longer asks questions about the product, but most certainly thinks about his own finances. For example, how he is able to pay the selling price in the time schedule offered. Wait long enough, until the customer speaks.
So, a customer buys, if the paying conditions are suitable. And he thinks nothing more than money. And if you have done everything right, you have asked already in PACT–state from the customer, that if the price is right and the paying methods suitable for his wallet, he is ready to make a deal immediately after presentation, isn´t he? This was the way we´ve agreed, haven´t we?
With the correct tactics the customer feels it difficult to challenge. If a customer asks
questions about the product during the pricing, it is a seller´s task to direct the discussion back to the pricing by stating: “Robert, that is a good question. Now that you are the owner of the real estate you can also use the parking place reserved for you. And about the deposit. Can you pay it with Visa or with MasterCard at once or should we go to bank together?”
Acting this way you neither give a control to the customer nor you lose the thread of
a situation, in which a salmon is next to the boat on it’s side, coming in, and high in lactic acid. If you let out line at this at this stage, the salmon revives and concentrates on it´s loosening kick, for example on “I must think about this a little, this came so suddenly…” If this happens, you have to reward the customer by saying:
“Robert, really good. We have concentrated to bring things to a conclusion and if we think that you have thought about everything (thought about the purchase) and you decided to buy, how do you take care of the deposit of 3,500€ ― can you pay it at once with a card or shall we go to bank?”
It is the seller´s task to keep the mouth shut and act like the deal is good and the deeds will be made now, not on 15th day. Following these steps, the order closing method facilitates the customer, as you begin to fill in information by asking:
”Robert, will the deed of the property be in your name or possibly in the name of a company owned by you?”
In the closing stage of a deal, we are always barefoot on a knife edge, in a situation from which both want to move forward. In any case NO OR YES –decision is always followed by seven–fold reassurance and testimony. In other words a customer tells himself and his nearest friend that he made a good deal and bought an apartment because of this and that. If he does not buy, he tells the same things to himself and his friends. ”It is good that I did not buy for this and that reason.” A FACT IS that human tells about his experiences to others!
It is a seller´s task to help the customer to buy and praise the decision as being good and correct ― to open the track to the right direction.
The contract price is always divided up into instalments and terms of payment are set tight so that it is even possible to make deals.
At the pricing, alternative presentations are always used, with which a customer is asked to choose the suitable solution for him.
If a customer sets conditions for his decision making, always and only respond by using the question: “If I could, you would be interested to make a deal now, wouldn´t you?”