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.<\/p>\n","protected":false},"excerpt":{"rendered":"
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.” […]<\/p>\n","protected":false},"author":450,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-8136","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8136","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/450"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=8136"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8136\/revisions"}],"predecessor-version":[{"id":8137,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/8136\/revisions\/8137"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=8136"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=8136"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=8136"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}