What do they expect to pay

One of the managers I work with recently traveled from Pittsburgh to Boston on the "Mega Bus." The Mega Bus is a low price inter city transit company that advertises prices as low as $1. My friend's wife waited too long to get his ticket so he had to pay the exorbitant price of $3 for the trip to New England. What I found interesting was that his wife was upset at having to pay $2 more than she expected. Two dollars is hardly worth complaining about but she had expected to pay only $1. This is why you should avoid giving a customer a price too early in the call or start with a small ad. You will never be able to get the customer to raise the price once they have a "set point" price in mind even if you can prove the value of your product is worth the expenditure. Hold off offering a price until you have identified the customer's needs and established the value of your product.

Keep Smiling, Keep Selling!

Thanks Jim B.