| Having the affordable close as part of your | | | | Car salesmen and property agents are well |
| arsenal of sales techniques is a must. It helps you | | | | versed in this technique...they have to. Prospects |
| get around one of the biggest obstacle - the price | | | | are more careful when purchasing big-ticket items. |
| objection. With this technique, you can help your | | | | They also become more price conscious, as bad |
| prospect purchase what he desires without | | | | purchases can adversely affect their lifestyle. But |
| compromising the price of your product. | | | | let me show you how things are done in this |
| In order for this to work, you have to be sure | | | | arena. |
| your prospect is genuinely concerned about the | | | | You can easily get prospects to cough out |
| price. Price objection is frequently a smoke screen | | | | $50,000 more for their dream home. All you have |
| that hides other issues. Due to a lack of rapport | | | | to do is get them to stretch $200 more per |
| or trust, your prospect is unwilling to share his | | | | month over 30 years. Sounds more affordable |
| true concern with you. | | | | now, isn't it? Almost magically, your prospects will |
| Thus you must spend time to build strong rapport | | | | begin to move you toward the close if they really |
| and be on the same page as your prospect. | | | | desire to own this house. |
| Ideally this is done before you begin your | | | | As powerful as this technique is, we as business |
| presentation. As that happens, you must also win | | | | owners and sales professionals have to use it |
| his trust. Presenting your accolades and | | | | with integrity. If we overstretch our prospects, he |
| testimonials may be useful to this end. | | | | may end up in financial difficulty. If this happens, |
| Here is a simple way to work around price | | | | we will also lose repeated sales that can |
| objections by using the affordable close: | | | | otherwise come from him in the future. |
| 1. Determine what is the budget your prospect | | | | Thus you should always strike a balance when |
| has in mind. | | | | using the affordable close. As you stretch your |
| 2. Restructure the payment by breaking it up into | | | | prospect's budget, you may also employ the trial |
| months or days. | | | | close to get a feel of how comfortable he is to |
| For example, upon hearing the rental for his new | | | | the new figures. |
| accommodation costs $3,000 per month, your | | | | You can practice this skill everyday by breaking |
| prospect starts complaining about the price. | | | | different payments down to days and months. |
| Having determined his budget was $2,500, you | | | | Observe how other businesses are doing it with |
| now present to him the benefits of the house, | | | | interest free installments and deferred payments. |
| then tell him for another $17 per day, he can | | | | Also experience how your emotions shift as other |
| enjoy them all. | | | | salesmen use this technique on you. Go to a car |
| By reframing the objection in this way, the | | | | dealer and learn a few tricks from them... |
| additional payment seems small compared to the | | | | After a while, you will gain confidence as you |
| benefits he will get. At this point, he'll take another | | | | employ this technique and soon you'll be using it |
| serious look at the offer, giving you a chance to | | | | unconsciously each time you face a price |
| re-emphasize those emotional benefits to him. | | | | objection. |