1. The catering salesperson—not the client—usually
is the one who thinks the prices are too high.
2. Never raise prices without lowering some. It is
a process of adjusting prices.
3. Tell your buyers what others are spending on the
same type of functions and why.
4. Don’t be mysterious about prices or costs. Let
the buyer hear you speak naturally about this important topic.
5. Always give buyers three price solutions to
elements of the event: a low, medium and high price option.
6. Learn techniques of careful price adjustments
moving from a higher starting point to a lower one, with the buyer leading the
way.
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