Avoid Salesy - Feel Good
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1 non-salesy tip
“How much does it cost?” This question can trip up us up from time to time.
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To be clear, all pricing conversations have context – so adapt this to your unique situation.
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A: Anchor. Anchoring is a strategy to help your buyer put price in perspective. You can say something like, “Good news, it’s not $80,000. It’s only $50,000.”
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R: Redirect. Price can be hard to determine without discovery. A redirect might be, “I appreciate you asking – and we’ll definitely get to that – could I ask you some questions to ensure I understand what’s most important to you?”
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R: Reframe. Prospects can often get fixated on price and ignore the benefits (or the problem that’s driving them nuts). A well-placed reframe can help folks get unstuck, e.g., “I can appreciate the price concerns, but it looks like this won’t cost you anything if we solve for x.”
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R: Range. Some folks need an idea of the price before they can even have a conversation. It’s a legit need. So give them a range. Example: “I’d want to learn more of course, but typically you can expect an investment between $XX,XXX and $XX,XXX – is that in range, or should we end the conversation here?”
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R: Reality. This last one leads back to the first principle – context. That is, the reality might be that price is a must know in advance, or it may not be an issue at all. Or, you might be getting priced-shopped, or they might just be curious. Regardless, the ARRRR framework can provide some guidance.
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PS: What’s a pirate’s favorite letter?
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1 sales principle
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1 vid
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1 suggestion
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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