Power Of A Price Stall

Let’s look at the concept of the price stall for a minute. The first words out of that caller’s mouth might be, How much is a 10×10? You think you need to respond directly to the question. Stop and think about this for a minute. If you give the price right away, then you are enforcing the prospect’s notion that price is the main issue. Bad idea. People often lead with the price question because they don’t know what else to say, or because they erroneously think price should be the main consideration. Well, here are a couple of things you can say to get the chance to go through a few agreements before you give them a price.

Price stall number one: Let me pull up my price screen; and while that’s loading, let me tell you a little bit about us. Now how soon did you say you were going to need something? Oh, okay, great! And do you know where we’re located over on 5th Street? Okay, well then you know we’re a really great place to store because we’ve got this convenience and that convenience. Sounds like it’s a convenient place to store, doesn’t it? And we’ve also got this security feature and that security feature, which means we take security very serious. And after all, you do too, don’t you?

Wow! Before you know it, you’ve already got three agreements out of the way, and you haven’t even talked about size, and you still haven’t given the price, and the caller is perfectly fine with it because your price screen is pulling up. And now up comes your price screen. You can talk about size, figure out price, and set a time to get the caller in the store. Few people will argue with this price stall, because they do not assume you know every price off the top of your head. Customers understand that it takes a minute to load a computer screen.

Written by Tron Jordheim

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