Fret-Free Tele-Selling for the Reluctant Rep
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finance options, via associate third party finance houses.
? Tailor your program to fit their budget; cutting corners where viable to accommodate their needs.
? Stress cost of ownership: Onsite warranties, reliability (less down time), and so on.
? Show how your product differs from your closest competitor. And stress the added value. (In this way, price ceases to be the determining factor.)
? Offer pre-payment discounts. This can save your accountant’s time – and you’ll be compensated with an extra month’s interest at the bank.
Whatever you do, NEVER drop your price just because someone tells you it’s too high. The tele-seller who hears that objection, and immediately shaves 20% off for no good reason, will never prosper.
Similarly, you should never give up just because your prospect is talking
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