I offer no apologies for 'stealing' this extract from a LinkedIn thread I participate in and was provided by Beth Spicci. It relates to a discusion over closing a deal where client is haggling over price and comparisons with other lower price contractors....I love it.
""End your presentation with "Mr. Homeowner, you can have two of the following three things.... but NEVER all three: 1. Highest quality 2. Best Service 3. Low Price. Now you pick the two that are the most important to you, because you will never have all three."
I actually write them (with check boxes) on a bright pink post-it note and stick it on the front of my packet that I leave with customer. ""
I'm sitting here considering the above while trying to close a deal myself...
No need to throw your toys out the pram. I just think it's flawed that's all!
Gary RK said:
I love the open-mindness & perfection of some....
Unfortunately I am not prefect and don't always spot such scenarios, hence why I like such 'tools' in my back pocket. I do come from a business/sales background and try to use my skills to run a business for my benefit, my guys benefits and our clients benefit.
The thread was merely posted as a legitimate, alternative means..IMO
What is up with people these days ? Next time I will shut up .....
I think the premise is interesting, but I think it is flawed, as people have mentioned earlier,
it can be twisted around to suit the customers bargaining arguement.
I personally would not risk using something like this, possibly a statement of fact about how
the business operates, might be more professional.
I guess it depends on who the customer is, some will respond positively to your/Beths idea, others will hate it.
It's a sales technique, it will work for some not for others, but I find it difficult that a lot of members cant read between the lines of the quote and appreciate the angle that the quote is coming from. Again I will refer back to the "£15.00 per hour, I think not" post.
" I don't haggle my prices and know when a job isn't for me. Plus I seldom get into this style of dialogue over unrealistic expectations and budgets because I find this information out before I meet them...."
I do the same for domestic customers as their spend with my business isnt big enough to warrant a deal from me, but I can still see where the quoted text comes into play for some customers and fully understand the reasoning behind it. Linkedin is a world wide highly rated business forum and any ideas coming from it at least should be considered a little at least and not outright dismissed as nonesense.
Every sales pitch and techniques are flawed in that they dont meet every customers / contractors train of thought, no matter who you or the customer is. All Gary was doing was putting a relevant quote "out there" to be viewed, mulled over and DISCUSSED, not berated by comments like......................
No need to throw your toys out the pram.
Gaynor, thanks for your response - I was just giving my opinion also. Like you, I get frustrated by what people post and how they respond. It was not directly aimed at you - I've no problem with anyone responding in a constructive manner.
As you say, maybe best for me to shut up & close the thread as its now "spinning"...;-)
Gary, glad you posted it. I'm not a salesman but it is very beneficial to have different tools in your back pocket like you say. Whether we use the actual words as quoted with potential customers, or similar, this discussion you started does highlight what is important to make clear to customers... however we chose to phrase it!
its a shame that so many customers do think you can get a top job for rock bottom money, and i think this post was to give people a little nudge to think how you get around them question's many of you get asked after all that time quoting (what price for cash / would you drop 10% to match another quote i got etc etc).
i think that a few are responding to this post as if the quoted lines are gary's own words, but there not its just an example he has used to help make his point which i think some people have the wrong end of the stick over because you do need to read between the lines on this, which is a big shame because this could be what stops gary posting again, or any one else for fear of it being taken in the wrong way and spinning out of controle like what is happening here.
i know every one has there own mind and are able to use it how they wish, but just take a second to work out the point some one is trying to make and even pm them first to clerifiy if your not sure, atleast then you know when you reply the post and the point trying to be made will not be lost along the line.
I think this is brilliant Gary! Would I actually use it word for word? Probably not but certainly in a toned down manner.
I can't see how some people have taken offence at this post - we all probably highlight the concept of getting what you pay for in our sales presentations but not in such a direct manner.
Moving slightly off topic - I am always amazed at how few trades people don't actually attempt to ask for and close the sale! End of the day, one of our job functions is to sell our services and this is probably one area where a lot of us lack any formal training or tend to shy away from and get embarrassed.
Methinks the way it is written, leads the customer
Best Quality - check
Best Service - check
and now I've got two , I can't have the low price as well...
sales techniques like this do work, and they are employed to work on us all. all of the time we buy anything, especially from Supermarkets et al.
i agree you will not get all three, it may be possible on the odd occasion , but as stated you may have to
1. wait weeks or months for the service.
2. wait in -between the job for completion.
3. or again get a quality job , but untrustworthy people, un insured or a bad product used maybe?
there are many variables in a job and to get an 1.honest 2.experienced 3.quality job DOES come at a price