The importance of getting your new person to tryout the products & how to talk about 'the cost of starting' like a pro.
We’ve just given a great presentation and our prospect is excited, they are ready to get started. We know it’s better to have them buy some products to tryout and that means we have to talk about the cost of starting.
Do we start low or start high?
When it comes time to talk about the cost, many amateurs start low for fear of losing their prospect.
Those with experience in this industry — the professionals — have no fear, the know how to handle issues that sometimes go with the cost of starting. They most often start by mentioning the more expensive package, which leads their prospects to try more product!
In answer to the question; “Should we start low or do we start high?” The answer is; start high.
Professionals know what to say. The professional gives the prospect:
— The cost of the package.
— Two reasons why MOST people buy the high-price package.
— Two reason why SOME people don’t buy the high-price package.
— A way out for the prospect to choose something else.
The professional says this:
— “The cost of the package is $2,000.00. That’s about $5.50 a day, less than the cost of a good meal that you fix at home. MOST people buy this package because it makes them more money with their customers and team members, and they get more product to enjoy. SOME people don’t buy this package because they simply can’t afford $5.50 a day, or because they’d rather spend the money on a cable bill that makes them no money at all. All I am going to do is show you what’s in the package. If you like it, we’ll get you started. If you don’t like it, we’ll find something else that fits your budget. Is that okay?”
Start low or high? We start high and then go low. Our presentation on the cost of the package relaxes the prospect. He sees the whole picture. We create rapport for being honest. We give two reasons to buy the high-price package and two reasons to not buy the high-price package. The prospect trusts and believes that we have his best interest at heart.
Amateurs believe good things come in small packages. Professionals know good things come in big packages.
Start low or start high? Start high. It’s good for the prospect and good for you.