09
Aug
2019
2019
What’s your pricing?
Can you tell me what your pricing is?
A question that is bound to come up at some point. Sometimes, not until the very end of your presentation, and other times right after you exchange hello’s.
Sales people, switch roles for a second. You are the buyer and you have to work with a sales person. Now you ask them what is the cost/price for this product or service? And instead of getting an answer to that question, just a straight forward number, like, the price is $50 per month, per user. Or $12,000 annually. You get the run around and the question is avoided.
Are you frustrated? Damn straight you are!
So why would you do the same when someone asks you the cost? DO NOT DO THIS AGAIN! NEVER Dodge this question.
By no means am I advocating that in your presentation you should lead with price. Nope, that’s not what I’m saying. But, if the question of pricing comes up at any point, pause and provide the answer. whether you have finished your discovery, demo, whatever.
This is not the time for some sales tactic you read in a book. Please do not say you can not provide a price yet because there are just too many options. Wow, did you hear what you just said?!
I would simply say the price is (what ever your list price is). Not a range. Then I would mention a price without finding out their needs and showing ways you can help solve some of there problems, is just a number.
DO NOT – do the above and then immediately say, you can discount from there. This is not to be manipulative, but if you say a price and immediately follow by saying but we can do better, then why didn’t you just say the better price from the start?
I have been on hundreds of demos when the sales rep beat around the bush, so to speak – and I sensed the prospect getting annoyed.
When you do state the price, do so confidently. I would also ask, is that inline with what you were thinking?
And now retake control of the meeting, you should have gotten good info and/or body language if you’re in the room.
Happy Selling!
