Pricing: Shut Up Before Your Prospect Shuts Down

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Aw, shut up!

Not a very nice thing for me to say, I realize, but an important strategy for you to follow when quoting your price.

Name the number. And, then, stop talking.

Too many interior design professionals, even experienced ones who should know better, talk themselves out of a sale by apologizing for, making excuses for, defending or watering down their fee in some other way after they quote it.

Studies show over 80% of sales professionals in general tend to lower their price before they’re asked to do so.

There’s a clinical word for that:  Stupid.

Stating your price and asking for the sale isn’t about asking for permission, or playing: “Let’s Make a Deal.”

It’s about attaching a value to yourself and explaining how you do business.

Prospects don’t want complicated and convoluted explanations or excuses about why you charge what you charge.

They want your price.

That, and only that is what you should provide them. No “ifs,” “ands,” and especially, “buts.”

Promise me you’ll never, ever follow your price quote with a “but” phrase. Promise me you’ll ban your “buts.”

Never, ever say something like: “The price is ______, but I can work with you on that.”

Or, “The price is _____, but I really want to work with you, and I don’t want my fee to prevent that from happening.”

Phrases like that are sure signs that you don’t take your prices seriously, so neither should your clients.

They delude your value, and do a disservice to the interior design profession.

Quote your price, and leave it at that.

Is there a chance that your prospects will object to that price?


Is that a problem?

Absolutely not.

Price objections are buying signals. Prospects have to be at least somewhat interested in your service to even ask about price.

Your chances of closing a deal are at least 30 % higher when prospects question your price.

So, do me a favor.

Calculate your fee.

Communicate it.

And, then shut the heck up.

Sales Coach Fred Berns is the author of the Superstar Selling System for Design Professionals.


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