Before I give you the answer, I want you to think about what you say right now when a prospect asks you this question. Do you:
A. Give them a rough estimate but low-ball the price
so you don’t scare them off.
B. Tell them you won’t know until you work up a proposal.
C. Tell them what you charge by the hour then reassure them it won’t take too long.
Next, how do you FEEL when you give your answer? Do you feel anxious? Worried? Afraid that they will react badly to your price?
Do you feel bad about charging them “so much” and immediately look for ways to discount your rates?
Do you avoid discussing price and deliver your quote to the client via a proposal instead of negotiating this critical aspect of the sale face to face?
If you do any of the above, you have a severe sales handicap that is sabotaging your ability to close profitable deals. It is also causing you to waste an enormous amount of time on low-probability prospects. There are a couple of reasons that sales people (and business owners) make these mistakes, and it goes far deeper than a lack of sales know-how. Read full article and comment →