Relationship Selling

I’d like an answer from those experienced in sales.

I’ve gone through my presentation and I’ve been met with a financial objection. I ask people: "So, you like the package, but you don’t like the price?" (I’m saving my best great offer for last). They say yes.

I ask them: "If I can make this offer perfect for you, would you do business with us today?"

This question is basically "yes" or "no," but they’ll often respond by saying: "Well, what exactly is the offer"? That MIGHT be a buying signal, but it’s often another stall, where they figure they’re one step closer to giving a polite "no." I want a boxed-in committment that if the offer is great, they’ll take it.

Would you give them the offer right then, or repeat the question saying you need a "yes" or a "no" (or how would you handle it)? I’m doing phone sales, BTW.

Please respond – serious answers only, please – thanks!

keep going. if possible, break your answer down to $ per week or month or day or even year and relate to a common item. i.e. rent/house note/electricity/water bill/food/etc do benefit vs cost on whatever time frame you choose. good luck.

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