When a Potential Client Says Your Price Is Too High – How To Respond Role Play

Sales podcast ep 22
The Slow Pitch Sales Podcast
The Slow Pitch Sales Podcast
When a Potential Client Says Your Price Is Too High – How To Respond Role Play
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Notes

When a potential client says your price is too high – how to respond role play

We’ve all heard the dreaded, “Your prices is just too high.” What does that mean? Does that mean you’ll never get the job? Maybe. It also may depend how you respond and what you’ve done prior to that statement. In this episode, we share how to prevent this statement from ever coming into the conversation by asking questions earlier that are related to pain.

We’ll talk through The Slow Pitch process and what that means, how it fits in to this response you’re getting, and what you can do to prevent it in the future. We’ll also talk through some examples of what questions you should be asking and how to respond when it does come up. We’ll also share some other examples of statements people make when it comes to price to get you to drop your numbers. You don’t have to drop your numbers if you do it right.

You Don’t Have to Drop Your Price!

When they make you feel like your numbers are too high, you’ve missed a step along the way. Use this episode to figure out why it happened and how to prevent it again in the future!

 

Related Episodes:

Episode 6: Why We Call It THE SLOW PITCH

How to Find Pain in Sales. What Is Pain in Sales?

Sales Pain Questions: How to Create (For an Emerging Market)

How To Sell To A High D Personality – Using DiSC Profiles in Sales

 

The Episode

Rob  00:00

If the more that you hold your line, the more that you hold your own place and say, yeah, this is this is what it is. How do you negotiate with that?

Rob  00:20

Welcome, everybody to The Slow Pitch Podcast where we talk about sales. And hey, there’s Lane. How you doing over there, Lane?

Lane  00:27

I’m doing great. Rob, how are you today?

Rob  00:29

I’m doing well. And I understand we have another question that came in. Is that correct? We do, Mark the photographer.

Rob  00:36

How did this come in? Do you know?

Lane  00:38

By, uh, carrier pigeon.

Rob  00:40

Alright, let’s bring it.

Lane  00:41

So Mark, the photographer from Connecticut, he writes Rob & Lane, I have a question for you. He’s a photographer who deals with decent sized clients. He says sometimes I have a smaller potential client, they’ll ask for pricing. They have a vision of grandeur with huge expectations, but don’t have the budget to support what they’re looking for. They get overly excited about doing the project, but then go silent when I give them the numbers that it takes to create what they want to create. That’s when they started to nitpick me down on my numbers to lower my prices. I feel like my pricing is accurate, where it should be. And I don’t know what to do when that happens. How do I stop that negotiation?

Rob  01:16

That is an interesting question. And I think what ends up happening is if you get too far into the process of selling, and you’re starting to get negotiation toward the end there, you’re missing something. So let’s cover that. Let’s get started.

V/O  01:31

You’re listening to The Slow Pitch Podcast, a podcast about selling less and closing more.

Lane  01:40

So Rob, let me ask you something just before the intro, you made a statement that sounds like there shouldn’t really be negotiation, and the pricing shouldn’t be a surprise.

Rob  01:48

Well, it really there really shouldn’t. And and that’s part of that process that we talked about before. And I think it really it, I guess this whole question that comes in, it makes me realize we should probably just briefly go through the overview of what the Slow Pitch is all about, and what we why we call it that. And I think that was my first impression. My first thought was, if this was a surprise, this price, this number, whatever you gave, Mark is a surprise, then you’re missing some components. And I want to make sure that we back up a little bit. And while you may not have gotten the sale, I don’t know. But let’s say you didn’t, this is the perfect time the perfect opportunity to do a post mortem and figure out what did we miss here? And what is wrong? So just like any bad surgery, or or any other bad play on the field that you do, you want to go back and go Alright, what did I miss. And I think that’s kind of what I wanted, what I thought we should start with as quickly go through that process for everybody’s sake. And let’s go through very basic elements at what we’re talking about when we talk about the Slow Pitch, when we kind of related it a little bit to baseball in terms of the Slow pitch, but it’s not baseball. And when we talk about the Slow Pitch, when we talk about the Slow Pitch and sales, we’re saying you need to slow your process down, because that’s when people will buy easier. But we relate some of these steps to baseball, because it’s easy. So first base, when you get to first base, that’s that first introduce enter first meaning that you’re going to have is the time that you say I want as a buyer, I want to know who you are. And as the seller or as the salesperson, I want to know who that person is to. So I want to get to know their style, their personality, what they’re like, as a person, so that I can speak to them in a language that they can relate to me. And then the second base is really getting into the weeds of the business or the problem. So it’s second base, I’m asking questions about what their problems are, what are they running into? What needs to happen? How do you fix this? You know, how much is it costing you by not fixing it? All those pain questions that we kind of have gotten into before over the course of several different episodes, all the pain questions do is give them a place to talk about where the problems are in their business and or with whatever they’re trying to buy, and how that’s related. And then how does that affect the business’s bottom line. So now they have a reference point to what their whole business is going through and what that’s going to cost them by not doing it, or what the potential is that they could have if they buy a product or service. So there’s a value on either side of that. They just need to be able have a relative point to point back to to say, this is what I would happen if I do or do not do this. Right. That being said, on third base use find out who needs to be involved in making the decision as to whether or not they’re gonna work with you or not. And also, where’s the money is coming from? How are you going to pay for this is what I want to know from the seller standpoint, right? So if I’m selling something, I want to know that if you’re going to give me a contract that signed, I want to know where those funds coming from and how are you going to get it How long is it going to take and all the different pieces that go along with that. And then finally, the last step is home plate when you come home. Basically all you’re doing is signing the documents. That’s the that’s The official part of the home plate, it’s just the last few steps to get the sale. It’s finalizing everything. It’s, you know, making sure that the documents not missing anything. Is there a number that’s not quite right, because we didn’t anticipate this added thing that they wanted to add on later on. But usually, that’s not the case. Usually, by the time you get to that point, they already know the numbers, they already know what they’re getting into. And you’re just finalizing everything, in fact, that that particular just like in its opposite of baseball, where when you cross home plate, it’s a big deal. Like, that’s a huge step in sales. If you’re doing it right, the home plate becomes a non event, almost where they’re just, this is what we’re doing. Let’s go. And for you. It’s an event, but but for you and them together, it’s just putting everything in writing and being done with it. And let’s move on, let’s get this thing started. That should be the feeling even though it’s a little frustrating to feel because you want to have that feeling of Yes, we got the sale, right. So you can still celebrate behind the scenes, but you can’t do that with them. That’s the steps. And I think that’s why when we read through this question, and I kind of alluded to, this shouldn’t be a surprise. It’s because there’s some steps in there that are missed. Does that make sense?

Lane  06:10

Yeah, that makes sense. It makes total sense. I guess I I’m a little bit like mark where I would I approach things a little bit different than you. And so the whole reason we’re here is for is for, for, for me to learn, and for everyone else to learn as we’re going along. So, you know, while it makes sense, it’s it’s easier said than done, I feel.

Rob  06:30

Oh, no question, it takes a lot of little steps to get to that point. So maybe we should back up to that first base step for a second. And let’s you and I just talk through some of those, how to get to know the other person steps that you would want to go through, right? So what are some of the steps that when you go through a sale that you try to do or accomplish when you’re in that first initial few minutes of the meeting, to learn who they are? What are some of the things that you do

Lane  06:58

Uh, the brief introductions, talk a little bit about, about my business, little bit about their business, try to understand what they’re doing what they want to accomplish, things like that.

Rob  07:07

Yeah, and they’re all all high level, and they’re a little bit for somebody like you and me, there can be a tend to be a little bit more surface and a little bit more impersonal. Because you’re just starting to try to get to understand some things. And then in reality, the real way you should be doing for space. And this is something that took me a long time to learn is, is to get to know the person personally in a sense of art, what’s their style. So this is where we go back to disk, and you go, alright, are they a high D? Are they a high I? Are they a high C or an S? And what are the traits that I should be looking for? So some of the things that I might do in the beginning of a conversation might be just like, Hey, is it just gonna be you and I meeting today? Yes, it is. Okay. And the way they answer that question is yes, it is very quickly and very confidently, I might put a tick mark in my brain that says this person might be a D. But I don’t know for sure. If they said, Actually, you know what we’re going to have Joyce come over, and Bill is going to be here too. That might be an indication that they’re an S, because they want to include some other people, they could also be an I. So depending on how their approach was, how their the way that they speak about the team that but the other thing, it really depends on how they answer some of those questions. And then you start asking them a few more questions about Well, tell me a little bit. Now I noticed before we met, I went online to a little research. Also, he has been around a long time, how did you start this business? How did you get started with this? or How did you get into this role, they will start to describe things to you in terms of their personality, it’ll be things like I did this, or we are because of my team or that type of stuff. And you’ll start to get into these conversations where you feel like, wow, this person is a very inclusive person, this person is a very direct person, this person is very analytical, all those things will start to come out. And you just have to test them by asking additional questions. So that’s really what that first base is for. And then if you get into second base, it’s some of those pain questions. Right? So with pain in this case, if you’re a photographer, let’s, Lane, you and I put our photographer hats on. And let’s pretend we’re photographers. And we’ve got this client that’s coming in and saying, I have a great idea. I want to create photos of all my products that I’m selling online. We’re selling these things. On our website. We’re selling on Etsy, it doesn’t matter where they’re selling, they will need some photography for it. What are some of the questions when you get into the pain for photography? What might be some of those questions.

Lane  09:32

Who’s taking your I don’t know who’s taking your pictures today. What do you not like about them? What do you like about them?

Rob  09:37

Yeah, well, yeah. And if Do they even have pictures? Right? Yeah, that’s totally true. I don’t know if they have them. Maybe they don’t even have now or what’s wrong with the with the pictures you have already? Why? Why is there a problem with those? Now let’s say I asked you, you’re the buy… You’re the buyer Lane. And I’m selling to you my photography and I say to you, what is wrong with the pictures that you have already? You have tired Have you already done? What’s wrong? I don’t understand what’s wrong?

Lane  10:03

Oh, I don’t like to the light. You know, that’s the background. I don’t I don’t want to see my deck on the back back of the picture. Other blurry. There’s a million million different things you could come up with.

Rob  10:14

Yeah. And I, you know, obviously the blurry one would be a very obvious one like, okay, that’s going to impact things. But if they’re like, you know, the lighting just isn’t quite right. Well, that could be a signal to you, if you’re the seller, and you’re a photographer, or with whatever you do. They’re critiquing whoever did their job before. That’s going to be a red flag, it should be a red flag to you, where you should say, Hmm, tell me more about the lighting thing. What do you see? And as a professional, you’ll see it, make them explain it? And if they say, well, it’s just doesn’t look right. If Well, I don’t like the way that it was lit from this angle, it should be more direct or more this or more that. And all of that is subjective in a creative field, right. But if it’s something that’s where you know, you’re you’re repairing windows, or you’re repairing or you’re doing paintwork from our house, same thing applies. Well, I don’t like the way that it was done. Why not? What, tell me why? Because the more that they explain that, the more that you’re going to know whether or not you’re going to have an issue when you work with them. And this is going to be an issue, because they want quality. Now you start to go Okay, they didn’t say it outright, but one of their issues is quality. Your next few questions could become quality questions. So Lane if you’re the buyer, I might say to you. Well, so you’ve explained the lighting, you’ve explained this, you’ve explained that all the different details that you had, when when you put those photos up? You did I’m assuming you sold some stuff, because you had the photos now.

Lane  11:41

Oh, yeah, I sold some stuff. I sold some.

Rob  11:44

So it doesn’t sound like you sound like… It doesn’t sound like you sold enough.

Lane  11:48

No, I always like to sell more?

Rob  11:50

Well sure…I think everybody does. Right? So if you had, you’re saying you think if you have better photography, that’s gonna get you more in sales. That was that what I’m hearing? Absolutely. And what happens if we decide to work together? No, I’m not saying we, we will. But if we start working together, and then you put these new photos up, and the sales don’t really change, it’s about the same as it was before? What’s gonna happen, then?

Lane  12:13

I’m gonna be a little disappointed. Yeah,

Rob  12:15

Yeah. I don’t want to do that to you. But it’s making them think, right? Yeah. So they’re thinking, All right, now, does that make them cast out about your abilities, not necessarily nothing, if they’ve already reached out to you, they’ve done their research, they see your work, typically, they know they’ve gotten a referral, they’ve seen something of your website, they’ve seen your work. And I’m assuming, if you’re a photographer, you’re in the creative field, you have something out there have a portfolio that’s showing that, right. So they know you can do the work. That’s why they called you. So when you’re asking those questions, that’s going to make them think maybe it’s something else. So here’s why I would do that, I would push them a little bit on the pain side. Because if it’s really just their SEO, their ability for people to find them on the on the web, nobody’s finding them because when they Google, they’re not finding that product. And there’s somebody else that’s beating them out with that the photos aren’t gonna make any difference. And I don’t want them walking away being mad at me, or I would rather have them fix that. So that even amplifies how good of our photos do. And maybe their photos are not that great. And they may be right. But I can’t tell them that because they need to tell me that. They understand that it’s bad. If they tell me it’s bad. If I tell them, it’s bad, I’m trying to sell them. And that’s why that slow down piece is so important. by slowing them down, you’re making them think through all these different things that could be preventing the sale. And in the end, this 10, 15, 20 minutes, 30 minutes, whatever it takes to get to that point is time well invested with that person, from their perspective, and from my perspective, so that they feel like they made a really good educated decision and they are ready to move forward. Or it’s not worth it. It’s not worth my time either. So those pain questions become really important. And I think then you start laying around on top of that, the point where you have to really get to in the pain questions is, ln you have all these pictures, we’ve talked about these issues, we know that that’s not going to be the issue now. But honestly, I do have to ask this question. If you get new photos, how much more in sales? Do you think you’re gonna get?

Lane  14:17

Hopefully my sales go up by 25%

Rob  14:20

25%? And that would be probably probably good. Is that? I don’t know, I don’t know your business very well. Is that. Is that really good? Is that average? Is that what you’re saying?

Lane  14:31

That’s pretty good.

Rob  14:32

That’s pretty good. Okay. All right. And so 20 you said, Wait, you said, say 20%

Lane  14:40

25%

Rob  14:41

25%. Okay. All right. So I did that on purpose. I wanted you to repeat a number that was higher than what I said. Because I want you to reinforce in your head, it’s going to be the bigger number, even though it’s not my number. I didn’t give you that number. I thought it was 20 and you said 25. What that does is it makes them hear that number over again. It reinforces what they want to know is that they feel like their numbers are right. And they need to say those things out loud. And by me might mean mistakingly giving you a lower number. That helps me a little bit. And it also helps them understand where they’re at. Now 25% 25 I don’t know numbers very well. So 25% remind me again, what and I, when I looked kind of numbers were all over the place ever sale was…

Lane  15:28

$300

Rob  15:29

$300. Okay, so 25% on top, I’m not good at math. And I’m gonna make you do the math. $300 plus 25%. You said 25. Right. Not 20?

Lane  15:41

25…

Rob  15:42

Okay, just making sure

Lane  15:43

Yes it becomes $375.

Rob  15:45

Three 375 375. Okay, like I said, Not good math. Listen, this is not why they put me in this job is math. So alright. 375. And you. And right now if you had to guess, how many items do you sell in a day? A week? What’s the norm was like you sell one a day? None? What’s your average?

Lane  16:04

Oh, I sell 50 a day.

Rob  16:06

50 a day? Oh, boy. No. And these are going to be really hard. Can we write these things down? I want to 50 … 50… So what what does that mean of an increase? Like, if you’re talking for the year? What does that look like? Like if that’s? So here’s what I’ve done. I put you through all this work with these numbers to make you figure out what those numbers look like. And when we get to the end of that conversation. You say to me how many dollars?

Lane  16:30

Yeah, that’s a…just shy 1.4 million.

Rob  16:33

1.4 million. That’s a different. That’s the difference. That’s the increase, or is that the total sales? But

Lane  16:39

Yeah, 50 times 75? times? We’ll say 365? include the weekends. Okay. Yeah. Yeah, just shy of 1.4 million.

Rob  16:50

One, so just over a million. Wait, wait, how much?

Lane  16:53

1.4? Yeah,

Lane  16:54

1.4. Okay, see, one more time, I’m gonna make you repeat a bigger number that I know. 1.4 million. Alright, so now. So here’s what happens fast forward, we get to the budget time, start talking numbers, if they think they’re gonna be 25%, even if it’s 20%. I mean, I would even push back and say, I don’t think 25% isn’t is what we’re going to hit. I mean, if we even hit if we hit only 20%, is that going to hurt? So it could be a problem?

Lane  17:20

You know, not what I’m looking at an extra 1.4 million.

Rob  17:23

Thank you. Yeah. So so if you bring it down from 25%, or 20%, you’re still in good shape. Now. Now, let’s talk about to the point of you get through all that. When you start to get into third base, you start to end up having these conversations about budgets. Okay. Now, let’s talk a little bit about what it would take to get our project done. You have all these different products, you want to put all these photos up for those individual products, it’s gonna take some time. So what what are you looking at in terms of an investment for our photography to do this? Let me back up. Because you know, sometimes when people make, like they change their website, sometimes they forget that it’s going to, it’s going to take a little bit of investment to change their website. And so it becomes a big surprise. But when you let’s say you did your website not too long ago, how much did that end up running? You need? If you don’t mind me asking? Well, rather than ended up running rough numbers tough. You mean exactly.

Lane  18:13

Oh, yeah, there’s $3,000 3000.

Rob  18:16

So yeah, and that was quite a bit of an investment. What if I said it’s more than after the photography, because there’s been over quantity of items?

Lane  18:23

Well, now, once I’ve already done the math, and I’m looking at it an increase of $1.4 million,

Lane  18:29

Hard to turn down for even 10 10,000. Even if I said, I said 50,000. It’s kind of hard for you to say, what, now, that was unrealistic. You were throwing out numbers, just guessing, right? All that they’ll know their numbers, but that scenario has happened to me where I’m in that conversation, and you start to do the math with them. And you’re like, I could charge whatever I want. Now, I’m not suggesting that’s what you do. I’m just saying it becomes not a negotiation, because they already know that’s a good investment. Because now my other questions might end up in the pain stuff might be end up getting into the comments about increased by 25%. Now, that would be just for one year. How long do you think you’re going to use these photos? I’m just not multiplying your numbers. Like, yeah, three years. Okay, now it’s 313. Of how many? How many million like, that’s the, that’s the conversation you start getting into. And that’s where it’s really important. second base is the most important base to be on. You have to get everything done on second base. Don’t ever go to third base. Before you finish at second.

V/O  19:33

Do you have a question about sales call or text your question at (608) 708-SLOW, that’s (608) 708-7569, or you can email them to Questions@TheSlowPitch.com. Now, back to the show.

Lane  19:53

Rob, I think all that was great information and very, very valuable and useful, but I’m concerned that We’ve kind of skipped over Mark’s question of how do you stop the client from negotiating?

Rob  20:05

Yeah. So I think the important piece of all the stuff we just went through is get ahead of it next time, right? And then you won’t have any negotiation. But let’s, let’s talk about how do you get into the negotiation. And when they start saying to you, you know, Boy, that’s that price is a little high. You know, in this case, it would be hard for that photography project we were just talking about, I wouldn’t say it was too high. But if it was close, and it was a little closer, and let’s say, let’s say they thought they’d have a $50,000 increase over the year, and your your project is going to cost 15,000. Now, what is this still worthwhile? Maybe, maybe, if you talk about the follower, the following years, and all that, right. But let’s say your project is 15,000. And they’re going to actually increase by about 20,000. Now becomes, I don’t know, is this worth it or not?

Lane  20:53

Right?

Rob  20:54

Right. Yeah, you’re gonna eat into my profit and profits. So. So some statements, so let’s, let’s do this. Let’s do this Lane, you have, I am sure heard several statements that have come at you, when you’re in that negotiation, or in that pricing process when you’ve forgotten to go through all the pain because we’ve all done it. And also, they come back and say your price is too high. Now a lot, right. So let’s go through some of those statements. And if somebody says your price is too high, and they use those words, because I’ve heard those words directly, when somebody says to me, your price is too high. My, my response may or may not be much of a response. Something I’ve said before is, “okay.” And that’s it? Because I didn’t hear a question. I didn’t know what they were asking. And they’re not wrong. It is high, I wouldn’t say too high. It’s not low. So maybe it’s high to you. But for what it’s worth, it should be right. So I kind of say, okay, and let them explain. And they may come back and say something else. They may say, Well, I was just hoping you’d come in lower. And I would say, Okay, I know. But this is where it is. What do you want to do? Yeah. Because I mean, if you make that statement, I’ve had enough times now, where I have come back with, okay, or I’m not sure I understand what you’re asking me or, you know, and they come back and say, Well, I want it to be lower, can you? Can you make the price any lower? You know, and I just kind of pause and and say to them? I mean, it is this is this is the what it runs? What? What do you want to do? And when I asked him that question, I’ve had people say to me, Well, I guess that’s what it is, let’s go. And when they say that, I have to stop and say, well, whoa, you just told me that was too high. And now you’re telling me Let’s go I’m confused. Because I if it’s too high, and we shouldn’t be doing this business together. That’s okay. You don’t have to tell me that we should go forward and then later on, decide we shouldn’t. So if it’s too high, it’s too high. Don’t worry about it. And they will push back usually and say no, no, it was more than I expected. I have the funds, I wanted to do this, and it needs to be done. It’s an investment. I know, it’s long, and they start explaining all the reasons why for you, you don’t have to explain anything. And and that’s how that works, right. But if they come back and say it’s too high, and you say it is what it is, what do you want to do? And they say, Well, I guess that’s, that’s, it’s too high. I guess I can’t afford it. I’ve heard him say that, too. And I would much rather have that because at that point in the conversation, I’m still in the budget stage. I haven’t written a thing out. I’ve, I’ve spent no time writing out an estimate. And if they tell me, it’s no go, I just saved myself at least another half an hour hour, depending on the project, right? So there’s a lot of some people more than that. So there’s a lot of value in going through those numbers as early as possible. And getting them to feel like okay, this is where it will be. If you don’t know those numbers, that’s okay. You can you know, there’s a process to that if you’re not a one and done or you’re a couple different meetings, all that still applies. But that’s one of those comments I’ve heard. So I know Lane, you’ve heard some other statements, questions, things come back. What have you heard?

Lane  24:22

Oh, yeah, yeah. How can you charge so much?

Rob  24:27

Yeah. And so when somebody so maybe we should roleplay these out a little bit. If you said that to me. My first reaction would have been? I’m not sure. I’m not sure I follow why you’re asking that question. What do you mean?

Lane  24:42

That’s a tough one to come back and, and try to explain someone. Yeah, I don’t even know how I would respond to that. Without you said to somebody without myself saying, Yeah, without me sounding like a jerk.

Rob  24:55

You know, or I’ve even said, Hey, you know what I’ve been I’ve listened. I’ve heard that before. I’m gonna laugh a little I’ve, I’ve heard that before. But why do you? Why do you think we we charge this? And they then start to tell me all the reasons why it’s worth it. That’s what ends up happening. When I asked that question back, why do you think that we charge what we do? Or why do you think that it’s that much? It’s because blah, blah, blah, they’ll tell you well, the quality, I can see the quality, I can see why. And they convinced themselves, they just want you to break down. That’s what they’re waiting for.

Lane  25:33

Yeah, it’s better for them to, to sell to themselves in that regard, rather than you tell them, I’ve got years of experience, the other the knowledge you’re paying for, you know, the value of what I know and can do and blah, blah, blah, blah,

Rob  25:47

I will go out on a limb and anybody listening, please, you tell me if I’m wrong. And this is this may be a bold statement may be offensive to some of you out there. But I will say to you what you just said Lane is very true, that they have to sell themselves. I am not going to sell that, right. So I always say that the one thing I always say is, I never close anything, I never close a deal. I never do. The potential client always closes the deal. I let them close it, they always close it, and they always want to close it. Now he’s not want to close it faster than I want to close it. And so if I’m that’s why I always suggest slowing things down. Because if you’re trying to push it, they will want to back away. Or if you’re trying to argue a point, like how can you charge so much? Well, we put all this research in and we do this and we do that, you know, our paint colors are It doesn’t matter. Everybody else can say the same thing. Why does they care? And why does it make any difference? There’s no difference between you and your competitor, I’m sorry, there’s nothing. If you think there is try this, quit your job today, if you’re a salesperson, quit your job today. Take your paperwork of all the different things and points that you’re going to sell your product that you were just finished selling on, go to the nearest competitor and start working for them. And now tell that same customer that you’re going to go talk to try to sell to tell them what that company is even better. And guess what the points are going to be the same points. They’re gonna say, well, the color is this the quality is that they’re all saying the same thing. So to sell to somebody and to push somebody, it doesn’t work it, it does, if you’re lucky. What I suggest to you is that if you let them sell themselves, and let them close themselves, it becomes so much easier. So let’s hear another another little statement that you have that you’ve heard.

Lane  27:38

One of my favorites is my nephew could do it for free.

Rob  27:41

Alright, so that my question back would be, so I’m a little confused. And I don’t I don’t mean anything by this. But I Why would you even talk to somebody like me? I mean, if it’s free? I would, dude, I would go for that.

Lane  27:57

If it’s free. It’s for me, right?

Rob  27:59

Right. So listen, if that means I didn’t get this job, that’s okay. I’m totally okay with that. Because if you’ve got a better deal with it free. I mean, they’re, they’re gonna argue back. No, no, no,

Lane  28:14

You can take better pictures. And he can Well, all right.

Rob  28:17

They say that to me, and I have to come back with Well, why I don’t understand why you wouldn’t just use him or her. Like, if that’s the person that’s giving it to you for free? Why wouldn’t you just use that? I don’t understand. I’ve even had it where a competitor is already doing the work. And now they want me to come in and do something just different. And now they’re like, well, they weren’t charging me that much.

Lane  28:40

Like, okay, they’re they’re doing half for half price.

Rob  28:43

Yeah, I’m sure. I’m this right. I’m confused. I I don’t know why. Why were you even Why did you call me then? Because it sounded to me earlier. Like, and maybe I’m wrong, but it sounded like you wanted to change companies. But if that’s not the case, that’s okay. Like it’s totally okay. And and they have to make a decision. Do I want to pay a little bit more for quality, whatever that is? or stay the same? And it’s okay either way to me. That doesn’t matter to me. What are some other statements. Any else good ones? Oh,

Lane  29:19

Sure. I’m pretty confident my dog could do it better.

Rob  29:23

What kind of dog do you have?

Lane  29:26

A really, really intelligent one,

Rob  29:28

Really,

Lane  29:29

With opposable thumbs too.

Rob  29:31

All right, well, then I need one of those because I could use somebody on my team. If he’s willing to have a job. I will take it. I bring him over.

Lane  29:38

He works for dog food, too.

Rob  29:40

Oh, perfect kibble. So do I that’s perfect.

Lane  29:44

Have you ever had anyone asked you if you’re crazy?

Rob  29:48

Yes. I have. Are you crazy? Yes. Yes, I am.

Lane  29:54

That’s a very simple, very simple response.

Rob  29:56

Next question. I’ve even I’ve even had somebody reply in an email because I was doing something back and forth, back and forth. And it wasn’t numbers or any like that. But there was a statement I made. And then he sent it back. He thought he was sending it to his business partner. He only sent it to me and said, this guy’s on better drugs than we are. And I was like, I don’t know how to take that. So I actually had picked up the phone and call them and I said, you know, as a matter of fact, I might be, but I’m kind of curious what you mean, what statement made you say that and he kind of explained, like, I’m sorry, I was only joking around. But it was one of those. I didn’t know what he meant. And and because what I put in, there was some details of things that were you know, what was going into his project. And he didn’t like it, apparently. So that’s fine. And we ended up on in that particular case, I ended up saying don’t listen to it doesn’t sound like we’re a good fit. That’s okay. I’ll go back to my drugs, you go back to yours. And it’s like, okay, so it was weird. But what do you do any, any other ones that you can think of at all or no,

Lane  31:03

No, I think those are the highlights. All right.

Rob  31:05

All right. I would love if you have anybody out there listening has other other statements that they’ve heard that they go, how do I reply to this, please just send it in. Because these are fun, I love I look forward to this part of the of the sale, because I’ve, if I’ve done everything correctly, all the conversation about pain, and then we get into the budget part. And then we get into the here’s what it’s going to run from an investment standpoint. And if they start replying with that, then I’m like, okay, I don’t like what am I supposed to do? This is what it runs. This is what it takes. You know what it takes? I know, so I don’t need to say anything more than Yeah, that’s what what it’s gonna take to do this job. And if the more that you hold your line, the more that you hold your own place and say, yeah, this is this is what it is. How do you negotiate with that? That’s hard. You can’t negotiate with somebody that doesn’t negotiate? Yeah, exactly. Yeah, you just don’t. So hopefully, that helps anybody else out there, they may have experienced the same thing. Mark up there in Connecticut. We appreciate your writing us with this question. Any other tips that you have? Lane?

Lane  32:14

It sounds like from, from everything we’ve covered? Rob, the secret really is listen more than you talk?

Rob  32:20

Yes, that’s correct. Well, that’s

Lane  32:22

what I think that’s one of the big takeaways that I that I’ve heard is, is you you throw it you sprinkle in your, your little questions here and there, listen, more, talk less. And you just kind of standard around this. This is this is what it’s what it’s going to be. And at the end of the day, if they, if they choose to be your client, then then that’s great. And if not, no harm, everyone goes their own way. And you’re you’re on to the next deal.

Rob  32:49

Yeah, and that’s and that’s why we really talk about and we say in our in our promo stuff that if you just slow down, you’ll close more it. It’s amazing to me by just allowing the potential client to talk and go through the stuff that they need to go through and explain to you all the different things they need to explain to you. As long as you’re using the techniques and the process to get them there. They’ll close more often just by slowing down you will you have to try. It always reminds me of when you go to a job interview, the interviewer asks you a question. And then they said quiet. And then all of a sudden, you feel like you have to talk you have to talk you have to talk if something then it’s it’s all over. You talked yourself out of a job potentially. So don’t let that happen to you and sales because that’s the same thing. You’re the interviewer you need to be the interviewer or not the not the potential job hire. You are the one that needs to be interviewing and asking the questions.

Lane  33:39

It really sounds counterintuitive, but but I can see how the process works for you if you just stick to it. So why don’t we go ahead and wrap this episode. We really appreciate everyone listening. And we’ll see you next time. Rob.

Rob  33:50

All right. We’ll see you.

V/O  33:52

Thank you for listening to The Slow Pitch Podcast, a question about sales. call or text your question at (608) 708-SLOW that’s (608) 708-7569 or you can email to Questions@TheSlowPitch.com. Slow down and close more

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