How to Use Quotes as Leverage
Using price as leverage to get more information from your potential client.
In a recent episode I discussed what to do when a potential client asks for a price. If you find yourself in this situation, here’s a simple way to engage your prospect without losing any leverage:
The essence of professional sales is uncovering problems and providing solutions to those problems. So the first thing to do when someone asks you for price is to qualify them to ensure that they will engage and allow you to look for and uncover problems. Just say, “I will be happy to quote a price for you. However, we specialize in building customized solutions that meet our clients’ business needs so before I can give you a price I need to find out more about you. May I ask a few questions?” This is the moment where the rubber will hit the road. The prospect will either say yes, set an appointment with you to go over their current situation and needs, or tell you they don’t have time for all of that and they just want a price.
The key is to use price as leverage to get more information that will allow you to make a strong case for doing business with you.