BUY FOR LESS

How often have you had a prospect say “I can buy for less from your competitor”? At first thought, you would think that is obviously a big objection. Will it take the wind out of your sails? Your first course of action is to ask the right questions, then things may not be as bad as they seem. Here are some questions to ask: Are you sure it is for the identical product or service? What do they offer in the way of a guarantee? Could their price be a gimmick to get your business? What is their standing with the BBB? What are their credentials and memberships within their industry? By asking such questions, you will neither yield nor argue. This will also require your prospect to engage in a conversation with you and possibly answer questions they did not ask your competitor. Your prospect’s answers will allow you to hone in on the proposed differences between your company and theirs. Then you can address any or all differences by reiterating what your company has to offer and why you are better. When all the positives and advantages are weighed and your prospect picks you, they will realize that they did buy for less. Related Articles and Information: Can You Justify Your Price? Cut Your Prices for Cleaning Carpets and Other Services? My Competitor Professional Cleaners Association (PCA) Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. “A to Z” Alphabetical Index to the Bane-Clene Web Site Bane-Clene Home Page