Step 5 & 6 (Page 53-54) Finances + Forward Conditions for Presenting Price

Question 1

You should only be presenting the price when the following are true:

Answer 1

1. You are sure the prospects intend to solve their pain in the near future.
2. The prospects have verbalized that they trust you to complete the work.
3. They want your solution, and preferably, only your solution.
4. You have the attention of all stakeholders.

Question 2

Steps to Present Price

Answer 2

1. Present your price:
2. Get their reaction:
3. Ask for their number:
4. Compare the numbers and acknowledge the difference:
5. Ask about their number:
6. Close the Gap:
7. Get Agreement on Value:
8. Change the subject from price to time by asking when they want to get the project completed:
9. Offer promotions to close the gap:

Question 3

1. Present your price:

Answer 3

1. Present your price: Based on our discussion and understanding of your needs, your total investment is only 10,215 (ten-two-fifteen) or as little as $185 (one-eighty-five) per mouth.

If you are presenting packages, highlight the premium option in most cases.

Based on our discussion and understanding of your needs, your total investment for the premium package is only $10,215 (ten-two-fifteen) or as little as 185
(one-eighty-five) per month.

Question 4

2. Get their reaction:

Answer 4

2. Get their reaction: (Wait for their response. If they seem surprised or
   indicate that the price is higher than expected, proceed to the next step.)

Question 5

3. Ask for their number:

Answer 5

3. Ask for their number: I see that you’re surprised by the price. May I ask what you were expecting the cost to be?

Question 6

4. Compare the numbers and acknowledge the difference:

Answer 6

4. Compare the numbers and acknowledge the difference: (Assuming they say $6,000)

I understand. You were expecting this project to be round $6,000, and our quote is $10,000. That’s a significant difference.

Question 7

5. Ask about their number:

Answer 7

5. Ask about their number: Could you help me understand how you arrived at the $6,000 figure? Did you receive a written quote from another provider?

If so, did it include all time services that we’ve discussed?

Question 8

6. Close the Gap:

Answer 8

6. Close the Gap: Help them see that their number is too low and raise their number by showing that they are looking at apples and oranges, not apples to apples:
   It’s important to ensure we’re comparing apples to apples.

Our quote of $10,000 includes premium materials, experienced professionals, and a comprehensive service guarantee.

If the other quote doesn’t include these, it might explain the price difference.

• Tool: The Swifthand Painting Difference

Question 9

7. Get Agreement on Value:

Answer 9

7. Get Agreement on Value: Get their agreement that our solution is worth what we’re charging, even if they are unwilling or unable to pay that:

Now that we’ve discussed the value and differences between the options, do you agree that our solution is worth the $10,215 investment?

Question 10

8. Change the subject from price to time by asking when they want to get the project completed:

Answer 10

8. Change the subject from price to time by asking when they want to get the project completed:

If we could fit this in your budget, when would you like to have the painting completed?

Question 11

9. Offer promotions to close the gap:

Answer 11

9. Offer promotions to close the gap:

Oh, that soon. Remember when I met you at the door I mentioned that we have some time-sensitive promotions? (present an ad)

a 10° discount if you’re able to book the project within the next week.
This would bring the total cost down to $9,000.

Would that be a more comfortable price point for you?