Avoiding Price or Leading with it

I'm curious to hear about how you savages are talking about price at the end of a discovery call. Let's say for example:

  • I've run a discovery call with an influencer. They would use the product but don't have authority / budget to buy.
  • They see how the platform would benefit them individually and vaguely understand the broader benefits that our solution would deliver to the business. But they usually aren't a 'visionary' that will spread the good word.
  • They need to sell the idea to their colleagues so that we can have a broader demonstration.


Would you hold back on giving them a price in the worry that it could spook them? Would you give them the price anyway? Is there any way to hold back on pricing until you speak with a decision maker?


I appreciate that the second bullet makes out that I haven't done a good job of establishing value with the prospect :)




Context:

  • Enterprise SaaS
  • Selling into the construction industry (heavy resistance to change)
  • Evangelical sales (most clients aren't aware of their problem until we meet with them)
  • No competitors
๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
โ˜‘๏ธ Qualification Calls
6
KendallRoy
Politicker
0
AM
Transparency every time, even if it's a ballpark figure. I've won deals against competitors because they were hesitant to give price and put the prospect offside.ย 
SlinginSoftware
Politicker
0
Account Executive
Our company has the list price on our website, so the pricing conversation comes up nearly every discovery call and the prospects have an idea of the ballpark.

Where pricing talk gets tricky (as you have it above), is when the prospect I'm speaking with is not the economic buyer and won't be signing off on anything.

I always try to ask, "Do you think anyone else at your company would benefit from joining out next call" to try to get someone with power on the call. When they don't go for that (and even if they do), I create a business case that highlights their project requirements and how our solution will put a check mark in those boxes. I'll also add a competitive analysis if they're looking at other vendors.

With a business case, I don't have to count on my champion/influencer to sell internally to the other stakeholders... They have an easy to read 1-2 page PDF that they can reference with ballpark pricing at the very bottom.


SaaSguy
Tycoon
0
Account Executive
Same here with pricing on the website. I love it and prefer it this way- serious buyers will come into meetings knowing and understanding our pricing and less tire kickers.ย 
Lambda
Tycoon
0
Sales Consultant
Lead with it easy if they ask, depends on the needs
Justatitle
Big Shot
0
Account Executive
Transparency. Itโ€™s going to cost them something and itโ€™s how you separate whoโ€™s serious from whoโ€™s just playing gamesย 
GDO
Politicker
0
BDM
The first time they ask I do not answer. The second time they ask I give a ballpark.
24
Members only

Do you think putting out the price in the first meeting where a demo is shown , is recommended? Would it add value or loosen the deal or interest?

Discussion
50
Pricing in 1st demo ?
10% No idea.
33% Yes, here is the reason (in comments)
16% No, here is the reason (in comments)
42% 50-50% split
159 people voted
10

Generally speaking; how much discount are we giving clients without managers approval to drag those stubborn deals over the line?

Question
10
13

Product Pricing - What are your best answers for customers who would start with 90% discounted price while negotiating?

Question
21