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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?

Pricing in 1st demo ?
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*Voting in this poll no longer yields commission.
๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
๐Ÿ“ฌ WR Feedback
24
Full_Send
Good Citizen
Mid Market AE
It depends on a number of factors and when they ask for price.ย 

if I have the DM and We've gotten through some discovery and demo then I have no problem showing price, budgets are a real thing and if weโ€™re light years apart Iโ€™m not wasting my time.

but if itโ€™s a super low level person whoโ€™s doing research for a superior and itโ€™s one of the first questions they ask, then no.ย 

Salespreuner
Big Shot
+11
Regional Sales Director
Perfect Strategy. Works for sure. Thanks
funcoupons
WR Officer
+11
Kahluapons
Agreed with this. Also I think ballpark figures are fine but would not provide a down to the dollar quote unless the prospect is serious and it's determined to be a good fit on both ends.ย 
Prizrak
Politicker
+5
Disruptor of worlds
This annoys the hell out of me when I'm trying to buy software. I have a budget, you might be way below, just right or way above. Don't waste my time and yours with this silliness.ย 
The products I sell are a lot more complex and custom, so I need to figure out what you need before I even start on pricing. But I can still give ballparks along the way and I flat out tell them we're usually not the most expensive but we're far from the bottom. If they're shopping on price get me out of there before I waste days on a client that will never buy.
funcoupons
WR Officer
+11
Kahluapons
My industry works the same. I definitely try to disqualify prospects before I spend too much time with them.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Ah, I see. Okay๐Ÿค
Salespreuner
Big Shot
+11
Regional Sales Director
Pretty much straightforward approach. Thanks for adding in
Sa
SaraB
Opinionated
+1
Account Executive
Present the price if they see the value. If they donโ€™t on the demo, hold off on price pres until the follow up
Salespreuner
Big Shot
+11
Regional Sales Director
Makes sense. So ask directly post demo, how'd you rate the product basis your pain area and you think, it would be a good fit? And then if yes - put on the price?
Finesy
Valued Contributor
+5
Account Representative III
This is subjective. If you arenโ€™t doing another demo then yes, talk about pricing at the end. Make sure you have already established that your product checks all their boxes and they know timeline etc. pricing is last. If they ask before Iโ€™m ready to discuss in detail then give them ballpark. I hate when people hide pricing but you do need to be strategic about it.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Ah, I get the point. Thanks for clarifying
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
If you sell a product that is headcount based, and not based on feature use/professional services, then throw out that price if you feel there is a good fit. If they can't afford it you will want to find out right then and there. Kill the deal as early as possible and let them come back if they find value/budget.
Salespreuner
Big Shot
+11
Regional Sales Director
That's a cool and effective strategy. Thanks for the add on
ChaoticGood
Contributor
+2
Chief Revenue Officer
I usually have the approach of "the price is the cherry on top". We can typically get through identifying needs and showing some of the flashy stuff so by the end of the demo giving them a price is typically not a problem. If anything, being confident about the price shows that you believe the product is actually worth it.
Salespreuner
Big Shot
+11
Regional Sales Director
The last point here makes a big difference. Thanks for the clarification
paddy
Arsonist
+9
Account Executive
Doesnโ€™t matter just present the value.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Hmmm, makes sense
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
It depends on what you sell. Is that possible based on what you're selling? Are you at a really high price point? Is this customer expecting pricing?
Salespreuner
Big Shot
+11
Regional Sales Director
Software. Not at high though. Customer surely is expecting to plan on budgets for further discussion
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
If price point isn't high, then I think you're fine to put the pricing at the end.
Show 1 more replies
SalesPharaoh
Politicker
+8
AM BDR
It's always safe if you feel the guy is all about the budget to share a range. Having a range will calm the prospect down and also help you both know if it's within the budget or not. The range is never specific. But always safe to put from x up to y.
Salespreuner
Big Shot
+11
Regional Sales Director
You're spot on and so right. Agree
Strangis
Valued Contributor
+3
Key Account Manager / BDM
always give just an indicative costs so they have something on hand to present to leadership for their approval process.
Salespreuner
Big Shot
+11
Regional Sales Director
Yes. This makes process more easy as well. Thanks
HoldemCaulfield
Politicker
+8
Sales Training & Enablement
I would tend towards "no" because it's highly unlikely after one demo that there's enough value established and the paper process is fully known (maybe if it's an SMB or VSB sale, then sure - get the $).ย 

Additionally, depending on who we're talking to, this person may not really be the right contact to give pricing too; they may not be the Economic Buyer at all. At the same time, I think it's probably ok sometimes to disqualify a person by giving a range, however, this begs the question --- why is this person on a demo in the first place if they don't have the authority or budget?
Salespreuner
Big Shot
+11
Regional Sales Director
Yeah. To an extent this is right. Yet, if key stakeholders are there in the demo (if preparation is done on the persons who are joining demo from AEs end) better to give a costing
HoldemCaulfield
Politicker
+8
Sales Training & Enablement
For sure. I don't think there's really a right or wrong here overall. I think it's best to keep it in your back pocket, but you also have to be transparent with them as well. Sometimes, it makes sense to give pricing early on.
Show 1 more replies
Law
Good Citizen
+2
Head of Business Development
It depends on a number of things.
1. Who's going to be in the room? Senior DM or product user who equally doesn't have purchasing power but is influential in the DM-making process? If with DM - 100% show price and close in the room, if with user show value first, align on the pros and how it solves for their challenges, then discuss price only if, the user sees full value and is bought in, use that to use them as your internal champion!

Salespreuner
Big Shot
+11
Regional Sales Director
You just penned a crystal clear Strategy. Thanks a ton
Law
Good Citizen
+2
Head of Business Development
Love this space, too! You are welcome
popepius
OG Sales Savage
+7
Enterprise Sales Lead
Depends on the prospect โ€“ sometimes I'll get someone from the older, stodgier crowd who isn't willing to shell out for SaaS, but sometimes I'm pitching to a person who isn't messing around and wants to move much more quickly. Usually have numbers roughed in either way, and then will feel it out based on how the first half of the call goes.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Interesting Strategy. Like the way you said you'd gauge things in 1st half of the call
yohnst
Account Executive
Post demo I absolutely think sharing price is a value-add. It's the question on everyone's mind, saves everyone time if you're not close cost-wise, and it can create trust with your buyer by being transparent. Current role (new gig in 2021) the average sales cycle isย  140 days. I'm at 140% of quota in Q2 (still June to go) with an average sales cycle of 25 days. Existing team is rigid with discovery call, demo call, technical/SE deep dive call, then pricing call. I'm digging on discovery or listening to my BDR's Chorus disco calls pre-demo, then bringing an SE to ride shotgun on my (personalized) demos to answer the technical questions on that call and providing pricing at the end. ASP is $32k.
Salespreuner
Big Shot
+11
Regional Sales Director
That's a long cycle for sure. Great Strategy and reasoning you've said. Thanks
OMG_It_has_a_watermark
Good Citizen
Head of Sales
This is actually a really great poll.ย 
Here's the thing - if someone asks, tell them something. When salespeople "avoid the price" because it didn't slot in nicely to the sales process, you already start to lose trust.ย 
I always ask the price on the discovery call - always. I don't need a 30-page proposal, but give me a range. Can I afford this realistically right now? Does it align with my budget? Do I have to go ask finance for more? I'm not wasting my time to find out 3 conversations later that it's not going to work.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Thanks for the feedback on the poll!
Yeah you're right. This strategy works good and to sales folks' advantage
YoungGoat
Opinionated
+2
Surgical Technology Specialist
I'm up front with pricing. Reason being is that if price is prohibitive there's no point exploring if the solution is a good fit
Salespreuner
Big Shot
+11
Regional Sales Director
So right. Agree with you
QuesoBlanco
Good Citizen
Enterprise Account Executive
Definitely depends on situation. Last company I worked for sold a CRM. It was AWFUL product but way cheaper than Salesforce. Bringing up price on demo was one of only reasons people would even consider buying.

Current role for SaaS company though is much different. Product is more expensive than a majority of competitors, but also significantly better. Reps who are good and can quickly get into the value prop/ROI do fine with pricing discussions on demo. But a lot have lost people when they bring out pricing too early and the prospect just shuts down.ย 
Salespreuner
Big Shot
+11
Regional Sales Director
Totally depends. Your scenarios made it clear and concise. Thanks
POSitive
Opinionated
+1
Senior Account Manager
Depends what you're selling...typically I'm selling hardware (printers) and based on my rapport or gut feel with the client I'll straight shoot on that early in the demo rather than waste our collective time. Software is a different beast entirely. Ballpark figures are ok to throw out early too and then "sharpen your pencil" when things get serious.
Salespreuner
Big Shot
+11
Regional Sales Director
I liked how you termed sharpen the pencil. Absolutely. That's very key and decides the deal movement too, I believe
Beefany28
Politicker
+6
Business Development Representative
Hard one..depends on how the demo went and if they are ready to make a move. Some can be a one and done and they sign right away. Guess it just depends on how you performed and their level of trust with you. But performance is key!
Salespreuner
Big Shot
+11
Regional Sales Director
Performance matters. You're right. Thanks for the feedback
slaydie
Politicker
+5
Account Executive
I always like to get price out there if they are interested in the product and it seems like there could be a fit...no sense in trying to hide it and waste any ones time.
Salespreuner
Big Shot
+11
Regional Sales Director
You're right. Makes sense
RampagingDog
Politicker
+5
Recruitment Consultant
Personally, I do my daggum best to have all deciding parties on initial demo.ย  If I don't see me getting the close right then, I push to reschedule.ย  The best time to show price is directly after my shiny demo. Once I show price, I'm going for the kill.ย  That's it.ย  As humans, when we take time to "think about it" we more often think of reasons not to do something rather than to do something.ย ย 
Salespreuner
Big Shot
+11
Regional Sales Director
You're a champ with your thought process. Absolutely. Agree with that perspective.ย 
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