Ways To Win Potential Customers Over Underpricing Distributors
February 11, 2007 | By admin | No Comments »
If you happen to find yourself in a situation where your potential customer tell you that they can get your products at a lower price from somewhere else, I found a good article by Colleen Francis that talks about methods that may help you to win over your potential customers to you. Here is a snippet from that article:
1. If you know your competitor is dropping their price and your customer is shopping around, ask them to come back to you if they get a better price. Don’t promise to match or better it – just ask them to give you a heads up. That way, you’ll know what’s going on in the market, and you’ll also get a second chance.
2. If your prospect tells you they can get your product for 50% less from the guy around the corner, be brave, and respond with: “Wow, that’s a great deal that I don’t think I can match. What’s stopped you from buying it already?” The answer you get may just uncover that one last thing you need to close the sale.
3. When faced with the cry of “I can get it cheaper somewhere else,” one client of mine dryly states: “I appreciate you telling me that Mr. Customer. Life has taught me that there are three variables to consider when buying a product: service, quality and price. Experience has taught me that you only get two out of three. Which two are you most interested in?”
You can read the full article here…
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