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Hey, just wanted to give you my input on your question. You need to sell your product right then and there. If your meeting with some one ,then you should be selling them that minute. You need to build your product or services up so much and then when it comes to price you hit'em so high that they can't afford it. You might think this is crazy but I call it the take away. You made them want it so bad but now they can't afford it, heres where you come in and find out whats affordable. Eliminate all the objections until the only thing left is affordability, after that, the deal is done. You were so high on the price that when you make it affodable they take it.
You have to be careful though, you can't just drop the price 200 bucks on the spot cause then they will want to know why you didn't just give them that low price in the first place. What I do is say" Mr. jones knowing what you know now about our company and what we do, you said affordability is the only thing stopping us from setting up an appointment right?" They will then say yes, if not don't go any further till you have gotten rid of any other objections. when they say yes thats when you hit'em. "well mister jones let me ask you this, would you let me use your before and after photos for what ever I want? yes Great would you let me leave my sign in your yard for no less than thirty days? yes,Great then this is what I can do, my company will pay you to let us advertise through you IE. your photos and our sign out front. By letting us do these 2 things I can offer you a substaintial discount through our show home program". Now you can knock off 200 bucks and they feel like they just beat you down on price and you have just won that job at a great price. Its all about the sale at the moment. You only have one chance to make that first impression. Make it count or I'll show up and steal your deal. LOL Hope that helps but don't try it here in NC cause I'm a shark and will eat you alive! Just kiddin' or am I?