The Dreaded Inquiry

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Sales representatives must demonstrate how their services or products will best meet potential customers’ needs relative to the competition’s offerings. As a result, this will potentially decrease price rebuttals by illustrating the value of the products.

A majority (if not all) of prospects will want the highest quality products or services at the lowest possible price. As a result, during the initial selling process they may ask a similar version of this dreaded question: “How much does it cost?”

The alarming inquiry is feared by several sales representatives since they know most of the time, potential customers will conclude that the product’s price is too high. As a result, they will either start to negotiate by asking for a more competitive rate or terminate the sales process.

Below are three probable questions and responses of how to opportunely tackle the dreaded question.

When sales representatives are asked the dreaded inquiry during the initial selling process, what should they do? They should not answer the question!

A sales representative can refrain from answering the dreaded inquiry by mentioning something similar to this statement: “It depends. I will not know what we may recommend or what it may cost, until we discuss your interests and needs.” Then the sales representative should proceed in the selling process by seeking an appointment to conduct a presentation.

A sales representative should use the same statement above if the dreaded inquiry is asked before the presentation. Then the sales representative should begin the presentation by asking “What solutions, features, and/or benefits do you typically seek when you purchase products or services like these?”

What if the product or service has a set price? A sales professional can confirm that the product has a set price. However, before sharing the exact price (if the prospect does not know), a sales professional can ask to proceed in the sales process by stating “Let’s first discuss your needs and interests to determine if this product or service is ideal for you.”

What if a prospect demands an answer to the dreaded question? A sales professional can give a ball park range and state “Once we discuss your interests and needs and determine which product offering is ideal for you, an exact price will be provided.” Then proceed either to conduct a presentation or to set up an appointment (to conduct a presentation).

In conclusion, the dreaded question can have negative implications on new business growth if a sales professional answers it before demonstrating the value of a suitable product offering. Likewise, a sales professional should avoid answering the question until after a presentation has been conducted and an ideal product or service has been identified.

Kenrick Chatman is a sales and profit growth professional who writes articles on sales and several industries. Feel free to obtain more sales tips by visiting his sales blog.

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Article Citation
MLA Style Citation:
Chatman, Kenrick "The Dreaded Inquiry." The Dreaded Inquiry. 29 Dec. 2009. uberarticles.com. 9 Feb 2012 <http://uberarticles.com/web-owners/marketing/the-dreaded-inquiry/>.

APA Style Citation:
Chatman, K (2009, December 29). The Dreaded Inquiry. Retrieved February 9, 2012, from http://uberarticles.com/web-owners/marketing/the-dreaded-inquiry/

Chicago Style Citation:
Chatman, Kenrick "The Dreaded Inquiry" uberarticles.com. http://uberarticles.com/web-owners/marketing/the-dreaded-inquiry/

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