GoVisits Web Directory » News Articles » Sales Information » Too Much Empathy Will Cost You Money
 

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call.

Right now is an excellent time to examine some of your beliefs about selling. Do you believe that this is a reasonable question for the prospect to ask? Would this be one of your first questions of a seller if you were the prospect? Do you agree with saying's like "The customer is always right."?

If you agree iwht most or all of these beliefs, would you then answer his question directly with a price? Just because the prospect asks a reasonable question does not mean that the smart thing to do is to answer it. Doing this at the very least could cost you money that you did not know the prospect had. And, doing this could cost you the entire sale, if the prospect prematurely rules you out because you are "too expensive".

People make buy, no-buy decisions for emotional reasons. Imagine that your buyer looks at a scale on which she weighs the emotional consequences of her decisions. If the sales call begins with your answer to "how much does this cost?", which way do you think her scale tips? Gee, you don't know because you haven't had the chance yet to ask about this buyer's budget or financial resources. Unless you are lucky enough to be priced right within her budget, chances are this scale is going to tip very negatively against you. And you are rapidly on your way to losing this sale. In fact, you may not even get a chance to finish this sales call now.

How do you tip the scale towards the positive, towards you? Ask questions to help the buyer discover his emotional reasons why he wants and needs your product now. Ask questions that uncover the consequences of not buying from you. Take control by turning the prospect's question to you into a question back to him. This question could be as simple as "Do you mind if I ask you some questions first to see if you even need any of my products/services?"

Take control of the sales call up-front, and tip the scales in your favor.

© 1999-2004 Shamus Brown, All Rights Reserved.

 

Sales articles

  1. Give Up the Need to Sell

    Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably.Whether we like it or not---"we're all in sales". Most of us have an internal di... more to this article

    Article category: Sales Information

  2. Unique Selling Propositions

    If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!We all have competitors, and the more you have,... more to this article

    Article category: Sales Information

  3. Everyones Favorite Topic - 3 Tips for How To

    I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is direc... more to this article

    Article category: Sales Information

  4. The Most Important Word in a Business Letter

    What do you think it is? Many experts insist it's the word "you." Why?When most of us read anything, we're looking for something that interests us. What do we need at that moment? What will we need tomorrow? Why should we bother to r... more to this article

    Article category: Sales Information

  5. Sales Brochures - 9 Steps to Success

    Even in this day of websites, many customers want to look at a brochure or other form of hard copy. It's important therefore that your brochure tells the customer all they need to know.*It can be handed to the customer or used for direct maili... more to this article

    Article category: Sales Information

Too Much Empathy Will Cost You Money information

Article categories

What is Lead Generation?

Lead Generation is vital to all businesses. All companies tr...

Sales Information

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many co...

Sales Information

What is a Pitch?

I've been training in countries outside the U.S. recently, a...

Sales Information

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought yo...

Sales Information

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and ...

Sales Information

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep called t...

Sales Information

The Art Of Cold Calling

I know, don't groan. You have to do them if you want to get ...

Sales Information

The Benefits of Buying Used Store Fixtures

The difference between antique or vintage store fixtures and...

Sales Information

Diverting the Flow of Customers to Your Business

I was a lucky kid when I grew up. Lucky, because I had a big...

Sales Information

Increasing Short and Long Term Profits

"I was at your site for all of two minutes before I bought o...

Sales Information

17 Tips for Bringing Your Event to Life

Your job as an event planner doesn't stop with the meeting i...

Sales Information

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business ...

Sales Information

How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"Never lose sight of the ...

Sales Information

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an effecti...

Sales Information

Creating Your Perfect Pitch!

Why should you describe your business to others in 5 to 10 s...

Sales Information