As a top-performing Inside AE in a highly competitive and volatile industry where price is often the key factor in winning deals, I continuously struggle with presenting our pricing and overcoming the price objection without resorting to heavy discounting. Average sales cycle is about 13 days, we try to build lots of value in the initial call, but our buyers our cheap. Despite being recognized as Rookie of the Year and consistently hitting quota, I want to improve my approach to pricing and avoid giving sticker shock to our prospects while also reducing the need to heavily discount. How can I present our pricing in a way that emphasizes the value we offer and convinces prospects to choose us over our competitors, even when we may not be the cheapest option?
How do you overcome price objections/sticker shock?