A sales rep is displaying his company’s newest smartwatches at a tech show. He’s the only exhibitor offering a discount to those who buy today. A prospect he’s talking to hesitates at the price and asks for some information to take away with her. What should the rep do?
Ask her to set aside price for now and confirm that the smartwatch meets her needs
Give her a brochure and his business card, and ask that she call him directly
Offer her an additional discount on top of the current promotion
Give her a brochure and encourage her to come back before the end of the day to take advantage of the discount
Ask for her email address to send her information on the next sale
The Correct Answer and Explanation is :
The correct response is:
Ask her to set aside price for now and confirm that the smartwatch meets her needs.
Explanation:
When a prospect hesitates at the price of a product, it’s essential to first ensure that the product aligns with their needs and expectations. By focusing on how the smartwatch meets her specific requirements, the sales representative can demonstrate the product’s value beyond its cost. This approach helps the prospect see the benefits and justifies the price, potentially leading to a purchase decision.
Once the prospect is convinced of the smartwatch’s suitability, the sales rep can provide additional information, such as brochures or business cards, to facilitate further consideration. This strategy ensures that the prospect has all the necessary details to make an informed decision.
Offering an additional discount or encouraging the prospect to return later may not address the core concern—the smartwatch’s fit for her needs. It’s crucial to establish the product’s value before discussing pricing or promotions.
In summary, addressing the prospect’s needs and demonstrating how the smartwatch meets them is the most effective approach to overcome hesitation related to price.