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This close can be effective when used at the right time and in the right situation.   If your prospect is emotionally and financially committed to your product but you’re having difficulty getting them to place their order, suggesting to them a “price increase is in the works” can help move them along.  It’s especially useful when your prospect had voiced price concerns earlier in their buying cycle.

There are a few cautions to this:

·         It has to be based in truth.  Your company has to have a history of raising prices without notice.

·         Your prospect has to be mentally sold and committed even if they haven’t placed the order.

·         The amount of the planned price increase is a large percentage compared to what they thought they were originally going to spend.   A $5,000 price increase isn’t as big a deal on a $150,000 order.  A $5,000 price increase on a $15,000 order is a big deal.

 

Sales Homework – Look for prospects in your pipeline for which price was a big concern and see if this approach has merit.  You may need to wait until you do know a price increase is indeed coming.


Sales Managers
– You should probably be in on this call.  Pricing aligns itself with management structure and policy.  That structure includes you and when your prospect hears this information in your presence, it adds credibility to the statement.         Read more...   

 

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