In our previous post, we discussed how one word like “Honestly” or “Seriously” can destroy any chance you have in making a sale. This week we continue the series with another word that should be avoided in your sales pitch.
This next word(s) might come as a surprise to you…
Previous post: http://buffettseniorhealthcare.us/whats-killing-sales-pitch/
Cost or Price
Let’s be real, mentioning anything to do with cost/price or saving big automatically sets you up for failure. These words are such a turnoff to any potential customer because they think you are a scummy salesman who is just saying anything to make a sale. “Cost” or “Price” are trigger words that put the customer into automatic defense mode.
People are very defensive of their money, rightly so. So, to create a pitch around “buy now and save” or “just for the low price of ____”, etc. is not the best action plan.
Of course, to actually make a deal you have to discuss a price or cost, but there is a more eloquent, strategic way to bring it into the conversation that will make the potential customer feel comfortable and higher your chances of securing a sale.
So, what should you say instead? For starters, you want to emphasize how the customer will benefit long-term from the product or service detailing the TOTAL AMOUNT, TOTAL RETURN ON INVESTMENT, INITIAL AMOUNT or INITIAL INVESTMENT. You are engaging the customer, letting them know this is a legitimate product/service and the benefits are more than a one-off thing.
Ex. Business management coach that guarantees 8X return on the investment into their coaching program
Learn how to “sell smart“.
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