If you’re one of, if not the highest price provider in your market, you never like it when the first question you get from your sales prospect is..
“Can you give me an idea of the cost of your program?”
It’s tricky, right? You don’t want to give the pricing to the sales prospect until they understand the value of what you can offer. Here are 5 simple steps on how to handle this question.
Step 1: Gently divert attention on price away from the beginning to the end of the call
First of all, you don’t want to piss them off so you need to answer the question. But I hate answering the question without the opportunity of helping them understand the value of what we provide, I feel like you might as well price a black box with no idea what’s inside. So my answer is always the same “Yes, I’ll give you a rough idea of pricing before we finish the call, I’d like to understand a little about how we can help first” Then lead with the next step..