Talking Pricing with Prospects

When prospects ask about pricing early in your interaction, it can be harder to maintain control of the conversation. Here are three approaches to consider in this situation….

First, try to get ahead of it. Ideally, you will address pricing before the prospect even brings it up, which keeps you in the driver’s seat. But if they beat you to it, your next move is to explain when they can expect pricing in your process—for example, “Of course we will talk about pricing—how we work and what we cost—but first we're going to do this and this...”

Second, when the prospect asks you about pricing upfront, you can reorient the conversation and respond in a relaxed, validating, non-resistant way, basically telling them to hold that thought. Some language you can lead with: “Happy to touch on that first, but what I find most helpful is to talk about this and this first, and then we will get to pricing.” Take back control with flexibility and ease.

Finally, once you have a price to share with them, don't just put it in a proposal doc and email it to the ethers of their inbox. That's when you lose control. Instead, make sure that you have a scheduled time to go over what you sent to them, then talk about pricing live while you're on the phone, at an in-person meeting, or on Zoom. Don't just send it over and passively wait to hear back.

These three simple reminders will help you better lead the sales process and win more deals. Keep calm and give them a try.

Onward.

Tom

 

 

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