Mr. Cheapo: Always, always, always wants a deal.
This customer is a pain but don’t let their penchant for saving get you rattled. Be sure you understand this person’s motivations. If this is the person who is always looking for a deal but drives a Ford F350, then you know they will spend the money. They just want a deal. However, if this technician uses all inexpensive, homeowner quality tools, maybe he just isn’t the prospect for you. Hey, you can’t win them all.
As you make your presentation, express savings any way you can. “This product has been selling well so we are manufacturing more and the selling price has gone down,” or “This product is on promotion, so now is the time to save on it.”
Try bundling several products together and offer them a “special” price. The phrase “Have I got a deal for you!” was invented for this customer.
As you make your presentation, express savings any way you can. “This product has been selling well so we are manufacturing more and the selling price has gone down,” or “This product is on promotion, so now is the time to save on it.”
Try bundling several products together and offer him a “special” price. The phrase “Have I got a deal for you!” was invented for this customer.
