Flip the script
When presenting a quote, timing, as they say, is everything.
Early in the conversation, ask the customer about their plans to pay for the system – and let them know that you’ll be talking about payment solutions later. Leading with this exchange when presenting quotes can make a huge difference to your success in closing commercial deals.
Not at the end of the conversation.
Not when the customer is in a hurry.
Not only if the customer asks about payment solutions.
Instead of talking about cost at the end, open your customer conversations with payment solutions and completely change the dynamic.
There’s no tense moment where prices are revealed towards the end, and the customer can go into the conversation more open to the solution you’re offering.