I hate this question for the record. If I am the buyer and I hear this, I start licking my chops as the pavlovian response kicks in and I start salivating ’cause I know a big fat discount is coming….. I get the purpose of the expression – create a sense of urgency, but I don’t like the message. Most professional buyers know that every salesperson is sweating out the end of the month/quarter/year to hit their quota as it is, so why fuel the fire with even more signs of desperation?
How about asking a question that will make the buyer think about the consequences of not making a decision? – For example, maybe ….What are you going to do if you miss the opportunity to get into our service this month? How will you achieve your aggressive revenue targets?
I go back to earlier posts about defending value and selling at higher prices. If you want to build a valuable business and maintain value and pricing then not everyone can be your client. Be strong folks, that sells.
Get Mental and Sell More!
Brick
Like you I hate the, “What’s it gonna take?” question. This is truly a sign of weakness.
However, your question to turn the tables can be assertive or pushy/aggressive, it depends. If it’s a customer you know well, putting them on the spot could be a good thing. If it’s prospect or a less developed customer, it’s a damn risky comment. Depending on the context, this could easily be construed as a Junk Yard dog tactic.
I’ve taken a lot of business from a-hole junk yard dogs.
nah, gotta ask tough questions to earn respect and get them to pause and think…works.
Really great post! Honest!
Thanks Jamal. Call em like I see em…always.