Today in sales we talked about one idea that really stuck out to me. Today professor sweet talked about the idea of deliberately shocking your prospect by saying a number that may be too high for them based on previous information revealed in discussions. This idea is called the “reality check” or the “sticker shock.” The reason on why this is done is because sometimes prospects either underestimate or overestimate the cost of a product or service. I think this is a really smart concept to use when talking to an prospect because not only does it help the prospect get in the right range of how something might actually cost, but it could it could also even help you make a sale. Professor sweet gave us some example on how you might bring this up when talking to a client such as: “what if I were to tell you that sometimes this cost as much as____. What do you think about this price” or “Are you comfortable with seeing what you could get for____.” I personally like the second one because this helps you stay in the price range of what the prospect was originally thinking but also allows room for increasing price.
BoweryJE22 6 thoughts on “Reality Check!”
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The sticker shock idea was kinda weird for me, but it is definitely true and would be very effective. It can be so helpful in giving salespeople an idea of prospects budgets and what they are really expecting.
Have a great week!
-Collier
I also found this topic to be interesting. The budget problem in sales is a difficult one to work with, but by using a sticker shock salespeople can help to find a better, more realistic price range that their customer is likely to buy from.
I thought is was also interesting that if you don’t think about the price from the prospect’s view, you may intend on shocking them but actually you shoot lower than they were expecting and you could lose the sale.
I feel as if sales is all about stripping customers of their expectations about selling by shocking them with techniques, such as this one. I’m not sure I’m smooth enough to personally shock people with this technique, but I think it’s an interesting one for sure and would work on me, if done well… it’s also very easy to shock me with the price tag of most things, whether exaggerated or not ha.
After Sweet talked about this technique in class, I think this is really smart to help find out the price range for the customer. Personally, I don’t think i could use this technique but i think others would be able to!
I agree, I think that shocking the prospect with techniques such as this is a very useful strategy. This can be a good thing for them to see how much your product or service will actually cost, and it is a good way to start talking about budget.