He is authorised to give £200 discount if he chooses to have the MSC logo printed on the kit by us.
If wanting more discounts, offer 5% off original prices of kit – offer 10% max. Don’t offer 10% straight off because if he will be happy with 5%, then we would be wasting money. If he is still not satisfied, ask to come back to him because you will need to consult the board on what prices to offer to ensure we make maximum profit, while still gaining his order.
1. Questions he should ask at the meeting to determine the customer’s requirements and any additional needs:
• What are you expecting/requiring from us?
• What information have you been given so far?
• You mentioned that we are more expensive than…show more content… Typical sales objections:
o Objection 1 – You are quite a lot more expensive than the other company we looked at.
Answer – I appreciate that we are more expensive. What features were offered by the company? (because we can offer a unique online ordering system, a quality logo printing service and an excellent customer service)
Answer – I can offer you… (then go over authorised discounts – starting by offering 5%, then if not satisfied 10%, then say you’ll have to speak to the board before offering any further discount) o Objection 2 – They also offer a logo printing service, but for cheaper.
Answer 2 – OK, we will offer a £200 discount if you choose to have your logo printed on the kit by us. We also use bespoke printing machines that are exclusive to us, so we can ensure top quality logo image, as you can see here (show mock-up garment) and that every garment is the same. This means we charge slightly more but can ensure you will have value for your money,