The Hidden Step
www.necouncil.org/the
hidden
step
THE SECOND SALESPERSON: “I will be happy to answer your question.
We are the largest water bottle supplier in the country, and have been in busi-
ness since 1894. We have more than 1800 different types of bottles. To answer
your question accurately, let me ask you a few questions.”
After asking a series of questions, the salesperson responds with:
“Great, now I have a better idea what your company is looking for. I am go-
ing to select from among 10 different bottles that match your qualifcations. To
determine the right price, let’s meet to select the right bottle. You do not have
to come to us; we come to you. Is this week or next week best for you?”
YOU: “That would not be necessary. If you give me the price, I can then com-
pare it to other prices. If I determine your bottles are priced right, I will call
you.”
SALESPERSON: “No problem. The pricing is based upon many different fac-
tors. The pricing can vary based on type of bottles selected, quantity ordered,
frequency in ordering etc... When we meet, after determining the right bottle,
I can provide you with an accurate price. I promise to offer you our lowest
price, but to also offer you several options to choose from. And if we cannot
get you the price you have in mind, we do not expect you to do business with
us.”
Notice how price was never mentioned maintaining the curiosity.
preparation steps