You know, I fought with my sales manager a lot about providing price up front before doing a demo, a trial.
We sell security software at my company.
And we would go back and forth and she would say that never give price up front, build value first, otherwise people are going to take the price and run and they’re going to make their decision purely on price.
What I found was she was wrong and I was right.
I was a top producer on my team and my department.
And that one of the reasons was I was able to handle price if I did get an objection.
And we’re talking after thousands of prospects, only two over the course of three years had said “that’s ridiculous. I could never afford that.”
That would never work. I can’t believe you guys have any customers.
And it was like a six minute call. Everybody else, price is not the reason to buy ever.
Price is a myth.
And so always give the price as soon as you can because you cannot close without a price.
Now there’s obviously going to be certain details that a lot of companies need based on the product and the service that they’re offering. You can give a range in that case.
If you can’t give an exact price on an exact product, you could say, hey, it’s going to be anywhere from 200 to 10,000 per month, per year, whatever the case is.
Before I can give you an exact price, let me just ask you, what are you using now for whatever, then you’re in a fact finding.
Just don’t ever shy away from price because if you can’t close without a price and I’d rather not do the sales process, I’d rather close as quickly as possible, which by the way is where all the value is for the buyer and that they’re getting their problem solved.
It’s going to work out for both parties. So give price up front, you’ll close more deals.
-Jake Martincic
JakeMartincic.com 