At the specialty level, price is never a problem. if you find price resistance the problem is design, not price.
If you meet trash talk about your price, ask the buyer at what price he would buy, if you could get him that price? (You have zero intention of cutting price, but observe...)
The buyer quotes a price.
You repeat that price, and get the buyer to confirm he would buy at that price.
If so, the next step is to have the buyer confirm how he would make the payment. It should be specific: "I'll give you a credit card now..." "I'll pay cash now..."
If he quotes a payment method you do not care for, tell him. What is happening is you are walking the putative buyer into a purchase, by eliminating all objections except price. If you do not get an acceptable answer to all of your conditions, then blow the buyer off.
For example, should he say, "If you can get me that price, I'll talk to my manager..." stop wasting your time, you are not talking to a buyer.
If you are still talking to a buyer, ask when, when would he buy... and so on.
If you get acceptable answers on all points, then all is left is price. Then you come back to price. Psychologically, now, the only issue was price, which was bogus to begin with...
You go in for the sale:
1. He has no idea what the price should be until he tests the product.
2. If he does not test it, he will be late to the game, since so many others are finding it profitable at that price, and you will not cut price since you are selling all you can make at the quoted price.
Ultimately buyers want what will sell, and all buyers worth their salt will squeeze.
Feel free to forward this by email to three of your friends.
If you meet trash talk about your price, ask the buyer at what price he would buy, if you could get him that price? (You have zero intention of cutting price, but observe...)
The buyer quotes a price.
You repeat that price, and get the buyer to confirm he would buy at that price.
If so, the next step is to have the buyer confirm how he would make the payment. It should be specific: "I'll give you a credit card now..." "I'll pay cash now..."
If he quotes a payment method you do not care for, tell him. What is happening is you are walking the putative buyer into a purchase, by eliminating all objections except price. If you do not get an acceptable answer to all of your conditions, then blow the buyer off.
For example, should he say, "If you can get me that price, I'll talk to my manager..." stop wasting your time, you are not talking to a buyer.
If you are still talking to a buyer, ask when, when would he buy... and so on.
If you get acceptable answers on all points, then all is left is price. Then you come back to price. Psychologically, now, the only issue was price, which was bogus to begin with...
You go in for the sale:
1. He has no idea what the price should be until he tests the product.
2. If he does not test it, he will be late to the game, since so many others are finding it profitable at that price, and you will not cut price since you are selling all you can make at the quoted price.
Ultimately buyers want what will sell, and all buyers worth their salt will squeeze.
Feel free to forward this by email to three of your friends.
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