I had a conversation today with one of my recently hired salespeople and he wanted to give me some feedback to keep in mind for the next salesperson we hire…..of course I listened.
In the spirit of wanting to close business and “get on the board” he now feels like he has been throwing out pricing too early in the sales process.
I have always been a firm believer in waiting for the right time to talk about pricing so it was good to hear this validated. You have to build the value first so the price makes sense otherwise you just don’t know what context the buyer will fit your price into and many times it’s not the one you want.
ABC, but patience when it comes to a price proposal. You will close more business with this approach.
Brick
Ah but then there’s the prospect who loves your product, everything is great, and then you find out half way through the sales process that their perception of the price was 25% of what the product costs!
I’m not sure which is more frustrating, when that happens or when someone say’s you’re too expensive before understanding your solution.
There’s a balance in there somewhere…
good point, but i would rather take my chances on tehm thinking its too high after the chance to create the value and if you are smart you are dropping hints about cost all the way through without fully committing yourself.