3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points.

well . . .

The lower rate might hold some truth to it

but lets face it . . .

Nobody works for free!

Here are three things you can do too win your customer over when faced with rate and pricing challenges.

1. Sell Yourself

When a customer is shopping around, the information they give you is usually false, because they are bluffing. You can't blame them, they, like all of us, are looking for the best deal possible.

With this in mind, tell them what you can offer them based on what limited information they can provide you with.

During this process, stick to your guns, and give them all the information you can about as many products as you can, this will let them know just how knowledgeable you are, and you will earn their respect.

Don't waste your time asking questions about the programs offered to them by other banks, and telling them the rate they were quoted was probably an ARM, they will find this an insult to their intelligence.

Be as courteous and honest as possible, tell them if XYZ bank can get them the rate they quoted you, than they should go with it, they will admire your honesty.

Finally . . .

Ask them for their name and phone number so you can follow up with them in a weeks time, and assure them that they can call you at any time with any questions or concerns they may have.

2. Availability

When confronted with the challenge of having to deal with your competitor's lower rate, make your customer aware that although you might not be able to match the rate, what you can offer them is superior customer service.

If you take this route, you must be committed to it.

Let them know that they will be able to call you any time, night or day. You can start by giving them your office number, as well as your cell phone number.

Let them know that you will be more than happy to meet them one on one at your office, or you can arrange to meet them at their home at a time convenient for them.

Clients like to know that they have an advocate they can trust and depend on. Supplying them with this comfort zone means a lot to them, and more often than not will win them over.

3. Buying Time

Sometimes you need to buy time in order to prepare yourself.

When a prospective customer hits you with the rate obstacle, the challenge can be a tough one!

Tell your customer that the rate they have been quoted is a very good one, and that you would like to do some research to see if you can possibly come up with a better one.

Take their number and assure them that you will call them in no less than twenty-four hours at the most.

When you call them back, you will be prepared with the information you have gathered on the products you are going to introduce to them, along with possible rates. Even if you are unable to come up with a better rate, they will be impressed with your knowledge, and best of all, the effort you were willing to put forth!

Jay Conners is the owner of a http://www.jconners.com, a mortgage resource center for all mortgage brokers,lenders, and loan officers. He is also the owner of http://www.callprospect.com, a mortgage lead company.

---

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

Increase Sales By Flying Under Your Prospects Radar Defenses

How do you persuade someone to do what you want... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

Selling White Space

Almost all Internet Marketers have a basic idea of what... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... Read More

Peak Performance

One of the best books I have ever read is... Read More

Value Add Negotiating for Sales Professionals

Imagine this scenario. You are a sales representative for Baker... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I... Read More

Youre Hired... I Think

I'm not a fan of "The Donald" and I had... Read More