When a #prospect says to you “I can’t afford your product/service”, do not make the mistake of concluding that he won’t buy.
Similarly, avoid hasty #price reductions because a prospect says he can’t afford your price.
‘I can’t afford your products’ should be interpreted as;
- Give me a better deal (discount, joint purchase, etc).
- I need more time to decide.
- I don’t like installments or services.
- I am already used to another product/service.
- Can i pay in installments?
As a salesman or business owner, you job is to ask intelligent questions that will help you to know the mind of the prospect.
These are five questions you should ask when a prospects tells you “I can’t afford your price or your price is too much.”
These are the 5 questions.
- Would you mind explaining a little further?
- At what price would it be easily affordable for you?
- What would you like me to do for this deal to pull through?
- Beyond price, are you okay with the product/service qualities I just showed you?
- What if I breakdown the price in a way that would be easily affordable for you?
Never be in a haste to conclude that your prospects do not have the money when they say that they can’t afford your price.
I hope this helps you.
