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How do you present pricing?

I've met AEs who will only do it in the deck, or only verbally in the meeting (not in the deck.)


I've met some that will immediately follow up the call with the deck and pricing laid out.


I've even seen some send immediate quoted RFPs, like they're insurance quotes. Sign and start shit.


What do you like to do?

๐Ÿ“ˆ Closing
7
deviantzen
WR Lieutenant
+9
Consultant
I disagree with this to a certain extent. If b2b buying behavior is shifting more and more to b2c, why are we hiding pricing? (let's say for under $100k ARR)

The middle ground for me to being very transparent with a range so people don't price themselves out, but then presenting the actual project fee (custom each time) live so I can address objections.
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
I very much believe in transparent pricing. Does it reduce leads? Absolutely. But it also reduces headaches and lets you focus on quality.ย 
deviantzen
WR Lieutenant
+9
Consultant
Quality pipeline > bloated pipeline, all day, every day
Ma
Matt312213
Account Executive
I think delivering a price on a call is the best option, but Itโ€™s gotta be a second call. Should I just schedule that at the end of my first call, or how do I get them to agree to talk about money through email?ย 
funcoupons
WR Officer
+11
Kahluapons
Discuss over the phone and get a verbal commit as well as contracts signed before anything official in writing is issued. In my industry, quotes are leveraged against competitors allllll the time and I'm not here to be used.

Unfortunately there are occasions where providing written pricing before a commit is non negotiable, usually with unreachable final DMs or boards of directors. Just gotta take one's chances there.

I don't love the way my org handles pricing but I can't think of a better way to do it given our situation.
LordBusiness
Politicker
+7
Chief Revenue Officer
We've been experimenting with presenting pricing in Deck/Email with a Video attached explaining the details/rationale behind the recommendation.ย  If we aren't doing that most of my reps are usually trying to put a "proposal review" call on the calendar.ย 
CadenceCombat
Tycoon
+13
Account Executive
I like to schedule a meeting to deliver pricing.ย 

I will communicate a range verbally if budget is in question earlier on in the process as qualification.
Beasthouse
Opinionated
+5
Corporate trainer
broo great user name. and i agree I always do ranges till the exact mix of products is agreed on
BigMeech
WR Officer
+11
Coors Light Advocate
I always share live. Partially because our pricing is confusing, but partially because that is a great time to assess the seriousness of the evaluation.ย 

First round of pricing is always volume list, and typically just in an excel or ppt, never an official order form. If they want to see the "discounted" pricing, I use that as a give and ask for something in return - commitment to a signature timeline, access to the ultimate signatory, etc.
Stringer
Arsonist
+8
SDR
Never over email. If pricing is on the website don't be snakey or try to hide it. "Pricing is actually very simple. It's x amount per rep per month." Then i'd provide a breakdown, if you have 10 reps, paying x amount, it would be this per month and this per year.ย 

I'm not hiding anything and giving you the exact cost.

If pricing isn't on the website, I give it via phone and the follow-up email with a breakdown.ย 
PeterSwan
Opinionated
+2
Business Development Manager
Depending on the complexity of the product/service - our prices are negotiable, there's no exact price cause it depends on various factors.
Beasthouse
Opinionated
+5
Corporate trainer
on the invoice. i stay away from pricing once I identify their budget and loss of opportunity costs... massively inflating it over long term then the invoice looks cheap haha

2
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