Presenting The Price: What To Say And How To Say It
At this point, I’ve run my complete diagnostic and inspection, gone out to my truck and drawn up a “Paper Towel Close” and set up to do the work by carrying in all the necessary tools, parts, and other equipment I’ll need in order to complete the job.
Soon I’ll present the price to the customer, but before I do, let’s talk about my mental preparation. I believe that survival in overcoming the price objection depends heavily on my own mental attitude toward the price, which will nonverbally convey itself to the customer, thereby making or breaking the sale.