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 How To Close MORE Deals webinar on Thursday, November 16, 2017, at 11:30 am EST.
Here’s what you’ll discover by joining us;
- How to get in front of prospects who have a much higher degree of URGENCY to make a change NOW!
- How to get the right people into your meetings.
- How to disqualify your competitors from the running WITHOUT badmouthing them.
- How to emotionally charge up your prospects so they have buy in for making a change NOW!
- How to keep your prospect completely engaged between meetings, and your deal moving forward.
- How to create a communication plan so you avoid any of that lame “Calling to check in” BS.
- What to do when you prospect goes silent.
- How to ask for the business without things “getting weird”
Here’s what you’ll get;
(1) 90 minute webinar with a sh*tton of actionable ideas and tactics
Worksheets
Webinar Replay (Sent later that day)
Email access to Paul Castain to answer any webinar related questions, bounce a webinar related idea around etc.
How Much?
$99
Please click HERE or the button below to reserve your spot and;
Get MORE of your deals across the finish line!
