Start Low or Start High?
How to cover the start-up cost after we do a great presentation.
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 tryout the products and that means we have to explain the costs of the product packages and joining fees. Do we start low or start high?
Amateurs start low because they’re afraid the prospects will change their minds if they mention the higher cost.
Professionals know how to handle cost issues and objections . . so they aren’t afraid. They start by mentioning the more expensive package and many of their prospects choose. it
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.