Ballpark
A simple stall/objection rebuttal for your Wednesday:
Every salesman has heard this one before “Can you just give me a ballpark of what this will cost?” Inwardly you groan. You know that they’re only going to hear the lowest number you say in the range and judge from there. If your low number is in their budget that’s the most they’ll ever want to pay. If your low number is out of their range you’ll never hear from them again. I hate to give “ballparks” because they are not usually worth the air that you expel to say them.
Rather than saying “I can’t give you a ballpark, I don’t know enough” or something similar – I go straight for the disarming move. “Which one do you like, Fenway or Wrigley? Left Field line at Fenway is 305.” This will get at worst a chuckle, if not a real laugh and a tangential conversation. From there you can launch into the “I can’t give you a ballpark number…” and do whatever you need to do to get the information to give a real estimate or bid.
What’s your favorite stall or objection rebuttal?
Give them a bill for the conversation and offer to waive it when they sign.
Usually I’ll say something like “about a million dollars, probably less.” They’re taken aback a second until we explain that we can build as many features and as crazy a project as they can afford, but in kinder, safer language. Plus, no matter what the real price is, if it’s under a million dollars, they think they’re getting a deal! *blink*
I chuckled as I read this. My favorite “give me a range” request is during the recruiting process. I ask, “What are your salary epectations?” They answer, “I’d like to make between $46,000 and $50,000.” I then offer them $46,000. They are disappointed because I gave them the bottom end of the range. When they suggest they should make more, I say, “Then you shouldn’t have given me a range.” Giving a range is certainly a dangerous thing and sets incredible expectations and, in a sense, obligations to at least try and make that range. I’ll have to try “Fenway or Wrigley?” the next time someone wants an estimate from me. With my luck, they’ll have no clue what I’m talking about and I’ll complicate an awkward situation!