How To Handle The Price Stall

What is one thing that a mystery shopper looks for during a sales presentation?

The Price Stall

The price stall is a great sales technique that allows you the sales person to control the presentation and reel in the customer. By waiting to give the price you will start to build value in your product or service and you will be gaining rapport with the customer. Customers want to be able to trust and believe what you are saying, that way they feel good about their purchase. You do not want them to have a case of buyers remorse and return the product or service that you worked so hard to sell them on.

How do you Price Stall? There are many techniques and styles out there in the land of sales but the basic price stall is pretty easy to master. The basic price stall is exactly what it sounds like, stalling to give the price so that you can qualify the customer and figure out all of their needs. As mentioned above, the stalling part of the sales presentation can be an art in itself. You want to be able to present the customer with the appropriate product or service and you want them to purchase it.

Listen to how others are presenting their sales pitches and see what works for them. Everyone can have his or her own style and flair, which what make salespeople so great. Then the next thing to do is practice. You want to be smooth but not slick, you want to helpful and knowledgeable not pushy. You want to be friendly not pompous. You want the customer to buy your product or service and you want them to come back next time they need something from you. If you do the customer right, they will show their loyalty by returning in the future. Another good reason to treat customers right is the possibility of them referring your company to someone else. This is free advertising for your company and is a great way to gain new customers. They say that many people will give a good referral about a service or product they receive, but that many more people will give a negative referral if they did not receive the customer service that they were expecting. Better make it a good customer service experience.  

The Price Stall is just one thing that a mystery shopper is looking for when evaluating an employee. The mystery shopper might even play devils advocate and ask for the price of the product or service up front. This is a good test to see if the salesperson can get back on track and use the correct price stall technique. The mystery shopper might even go a step further and interrupt the salesperson during their price stall to see if the salesperson can overcome the interruption.

Sometimes a mystery shopper will notice another salesperson that is having a difficult time with a customer. For whatever reason the customer wants the price and they want it right now! The only way to get around these types of customer interaction is to go ahead and give the price but do not give up on the sale. Hang in there and ask for the sale, you will be surprised at how many new customers you will get this way.

Miami Car Storage

Tweet This Post 

Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

View Staff's Profile      Subscribe via RSS