Many moons ago, when I first started out in sales, one of the first lessons I was given was SHUT UP! This may seem odd, given sales is all about talking to people, but it's one of the biggest traps a lot of us fall into. We're so desperate to keep the prospect engaged that we can literally talk ourselves out of the deal they have just agreed to.
Me: "So that's four M365 @ ยฃ7.90 per month and ยฃ95.00 installation and configuration."
Customer: "This installation, is that for each............"
Me: "The ยฃ95.00 is for four."
Customer: "Oh! I thought it was each? I was going to say, did you have to configure each one or will they all be the same. But hey, ยฃ95.00 for the four is even better."
Me: "Damn! It could be each?"
Customer: "I think I like for four better."
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Must be a fun game to play when you win! ๐
Yeah, The best ones are when you put an insane markup on in the hope the customer gets put off by the high cost, and they amaze you by agreeing enthusiastically with the offer. ๐คฆโโ๏ธ
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If you say it's ยฃ95 each then they may pull out. I expect sales people will try all sorts of tricks to get extra profit, but can negotiate down to get the sale. Customers will assume that and push for a better deal. Is it all fun for you?
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The evilest thing you can say to a salesperson is: "That's really cheap." ๐ญ
"I have a coupon" or maybe "Do you price match?"
Fortunately, we don't do coupons. Interestingly I've had a few nutjobs over the years that have emailed me with:
"XYZ is doing that for {amount} cheaper!" Why would you even do that? Is that like some ego trip thing? "Ha! Look how clever I am. I found it cheaper elsewhere!" So go and buy it there from there then. Sheesh.
I await some silly sausage to come back with: "Perhaps they were doing you a favour and telling you to drop your price a bit." ๐คฆโโ๏ธ
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Each of the four? And what if I take 8? !LOL
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Oh, don't. They're the worst. I was discussing those types with my supplier yesterday. They come on and try anything to get money knocked off.
"I'll be having a Server"
"I'm looking to buy ten of them."
"I've got a large IT project coming up."
Then when you knock a good chunk off, suddenly the server goes poof, they only want one for the minute and the project has now mysteriously disappeared. I had one the other day, never heard from him before, the first thing he asked: "How much if I buy three and how much if I buy five?" I told him we were not a supermarket and we don't do "Buy two get a third half price." Guess what, he didn't buy anything. There's a surprise.
You could have sold for that price each, the point is that with that sale you probably entered the most expensive segment, and that would subtract customers in the future.