OC20-06 They Just Want a Demo or Price - Now What?

So your client or prospect reaches out to you and they say, "Hey, we know exactly what we need. We just need a price and availability for this thing."

So is that a great lead or should that raise a red flag?

Well, the reality is that when you get that inbound inquiry, it could be a great sign because that individual has determined that they actually have a need for what it is that you do. But here's the trap. Sometimes what happens is we forget to follow the process, to make sure we understand

• Why they need this.
• What happens if they don't solve it,
• What the results need to be; and
• Who else might need to be involved.

And then what happens is we just simply respond to their inquiry. Cause we think to them, we think to ourselves, well, "They've already determined what they need. They just need a price," and I've dropped into order taker mode.

You're going to ask for this, I'm going to tell you how much it is when we can deliver it. And then I'm going to expect the order to come in. And when it doesn't come in, here's the problem. You get nothing to reach back out with. Because at that point, all you can do is say, "Hey, I'm just calling to check in, see whether or not you've made a decision, yet." You're a tin cup and a cardboard sign away from begging at that point.

So when you get that inbound inquiry, when someone says, we'd like a demo, because we know we want to use your product, or can you give us a price, give us a proposal because we know this is exactly what we need, pause and remember the quadrants of issue, impact, importance, results, and others impacted. Take the time to ask the questions and understand what's going on.

Now you might think to yourself, well, but they're going to be frustrated. So how, because let's face it. They called and asked us for a price. If you don't give them a price. It might seem like you're being evasive. So you have to make sure that they understand why it's in their best interest for you to ask some questions. So it might sound something like this. Hey, I'm really flattered that you have interest in this product. And we always like to make sure that no one is buying our stuff under the false pretense that it can do something that it doesn't do, and that they're not going to get the results that they really need. So here's what I would like to do. I just want to ask a few questions to make sure this is the right thing. So I don't either include something you don't need or leave something out that you might need.

And that way, whatever we get back to you is exactly on point for your needs. So next time you get that inbound inquiry from somebody who says, just give me the price or let me know if you have it in stock or let me know if it's available, pause and remember the same side quadrants. So you don't fall into the same trap.

For more information on the objection clinic in the Same Side Selling Academy, click any of the other lessons and make sure to send me your comments and questions about what other topics would be useful for you.