There you are minding your own business and then it happens;
Your prospect drops the “We’re going to be taking 3 bids on this” bomb!
Here are a few things to think about.
First, leverage the situation.
How!
By using their statement to learn some useful things;
Ask Them Why. Seriously. Ask them why. There might be a great reason that you never would have known if you just went along with it.
Ask them who the other players are.
Use the situation to learn more about their buying process by asking “How will you determine the right solution, widget, etc?” (something you should be asking about anyway)
If they tell you its going to be based on price alone, you were given a tremendous gift, upfront.
How?
Because if they’re going to be price obsessed, and you know for a fact that traditionally you’re the high bidder, do you really want to tie up time and resources;
Just to come back to the inevitable “No”?
You can also ask;
Price aside, what else is important to you?
Asking this will encourage your prospect to open up further about their needs and;
Give you some momentum to build before circling back around on that price thing.
If traditionally you aren’t the high bidder, you can find out their perspective on a “low ball” bid by asking;
“Just out of curiosity, let’s say you have Company A coming in at $20,000. Company B comes in at $19,950 and Company C comes in at $12,000. What are your thoughts about the $12,000 bid?”
This also gives you an opportunity to get them to agree, in advance, to disqualify a low ball bid.
It Gives You An Opportunity To Take On The Role Of Teacher and educate them on how to make an INFORMED decision.
There are actually a few more things you can do to completely LEVERAGE the old “We’re taking 3 bids” thing and;
I’ll be sharing them during our 12 Ways To Safeguard Your Deal webinar, this Thursday, at 11:30 am EST.
Have you signed up yet?
Here’s what you’ll gain by joining us;
- The 30 Triggers That EXPEDITE Your Sale.
- How To Get Access To ALL Of The Stakeholders Without Offending Your Contact.
- The FedEx You Need To Send Before EVERY New Prospect Meeting.
- How To IMMEDIATELY Take Control (Without Being Manipulative)
- The 5 Types Of Questions That Propel The Sale Forward
- What To Say/Do When Your Prospect Wants To Take 3 Bids.
- 1 Dozen Ways To Reduce Doubt, Skepticism and Hesitation.
- The Email You MUST Send After EVERY New Business Appointment (And No It Isn’t A “Thank You” Email)
- 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
- A Communication Plan to Outfox, Outmaneuver and Outsell Your Competitors!
The investment is only $99 and here’s what you’ll get;
(1) 90 minute webinar
Worksheets
The Webinar Replay (Sent out later that day)
Email Access To Me to answer any webinar related questions
Super IMPORTANT . . .
Can’t make it on Thursday, May 18th, at 11:30 am EST?
Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.
