B2bsales's Blog
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If they ask the cost…they’re interested

I heard a really good analogy today. We were talking about how when a prospect asks how much your product or service costs, it means they are interested, they just haven’t seen enough value in the cost yet to purchase it.

When I asked how do you know they are even remotely interested, I found the answer interesting; “If someone asked you if you wanted a fat pill that if you took it you would gain 50 pound within a week would you ask how much it was?”

So basically you are in good shape if they ask the cost. Just don’t give away the answer unless you can help them self-discover the reasons why they want your product or service by asking really good questions and let them get there themselves. By the way if you help them discover the cons of not using your solution and what it will cost them not to, that will help you get there.

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