Matt312213

Account Executive

Another pricing situation

I know I just posted a bs pricing situation but I have another hypothetical and I'm wondering how people would handle this one.

so I had a great demo with the prospect but he never answered my two follow up calls.

Then he sent out an email with a lot of other important people cc'd asking for the best price I could give him. I asked some basic questions to get a quote and I asked what I'm competing against so I could deliver the best price. no answer for a day.

I decided to text him the same questions. I got response about the details I need for a quote but I never received the cost I'm competing against. he said he couldn't share that.

I ended up sending a price with a hundred bucks cut off and sent that. wondering what the outcome will be. how would the community handle this one?

📈 Closing

👑 Sales Strategy

☁️ Software Tech

9 comments

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TheSolicitorGeneral

Politicker

Small Market AE

It sounds like you're being shopped. If it gets to this point in the process, and you're getting stonewalled about price, you probably will not win. Next time, put literally ALL of your focus in fact finding prior to the demo (Find their top pain points) and focus your demo on how you solve those pain points. Use your systems advantages to your advantage. Be sure to espouse how your product is best in class in UX, etc. So then, when it comes time to share a quote, they can understand the value behind the cost. I try to make it to where I get a soft commit after the demo and then hit them with the quote.

Matt312213

Good Citizen

Account Executive

Crap my thoughts exactly. Good points though thanks!

RedLightning

Politicker

Mid-Market AE

Call it out. - Hey X, I understand you're looking for the best solution to solve Y and the best deal you can get from whatever other solution you're looking at. Having said that, it seems like you're leveraging a discount from us to get a better rate from a competitor.

We can't (maybe say won't) discount without a commitment on your end. What would you need to see to sign with us by Z date?

MajorB

WR Lieutenant

This is what I would do. Definitely don’t go giving discounts just cause they ask. Gotta give get. Get a commitment to buy before giving a discount.

SaaSam

Politicker

Account Executive

Holding strong when they say they can't share the pricing of the competition is what I would recommend. When that's the attitude they take it's typically because the competitor isn't all that competitive with their pricing and they know it. Tell him you can't help him without having a baseline to go off of. You may already be priced lower.

poweredbycaffeine

WR Lieutenant

☕️

What was the reason for the discount? Just to see if you can undercut?

Matt312213

Good Citizen

Account Executive

Yea - the discount was really small as is. Typically we are more expensive than our competition

poweredbycaffeine

WR Lieutenant

☕️

Shoot the shot across their bow, now wait to negotiate!

CuriousFox

WR Officer

🦊

Friends don't let friends get price shopped.

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Matt312213

Another pricing situation

9 comments

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