"My manager asked me to collect prices"

I wanted to get some thoughts on the best way to handle it when you're speaking to an admin or someone with no power, who has been tasked by the decision-maker to collect prices and make a recommendation.


They never have a budget - again they're just exploring and collecting prices.


Given that I am not allowed to discuss pricing at all before a demo, I want to further qualify these prospects but need some advice.


What I want to ask (but won't):

  • How are you making/presenting the recommendation?
  • How hard are you going to fight if your recommendation is shot down by your manager because of the investment?
  • What is the buying criteria, and how much is it weighed against cost?
  • This is a big decision that is going to affect the whole company and its success or failure will fall on the decision-maker. So why isn't the decision-maker more involved? (Tell me again why they won't join the demo?)

What are some ways you recommend dealing with people with no power who are just going around collecting prices looking to make a recommendation?

☑️ Qualification Calls
😎 Sales Skills
🔍 Discovery
14
oldcloser
Arsonist
12
💀
All those are good but not going to get answers.
“I can not give you a price without the determination of fit. This is not a simple solution. Candidly, I’m not comfortable entering into a partnership with a company who isn’t willing to give me the courtesy of. the time to explain the problem they’d like solved.”

Pass
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
There it is. The perfect answer.

To that point, how many of these companies that start out with this price collecting exercise ever come back and buy? If the answer is none or a low percentage, then it’s not worth your time to respond.
oldcloser
Arsonist
3
💀
Amen sistah
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
It’s so hard to do, if you were raised to be extremely polite. But it’s a total waste of valuable time to respond when it never, ever benefits you.

Also there is the off chance that it’s someone doing market research on the competition, but that might be my paranoia talking.
CRAG112
Valued Contributor
1
Account Executive
You're probably not wrong. Someone randomly going around collecting price info..... an easy way for a competitor to get info.

I had a company tell me on the interview they came up with their market fit and pricing by doing fake demos, sales processes, and quotes with what would be potential competitors.

I really don't think any of the above is uncommon.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Right, so why make it any easier for them than you have to?

The other potential polite "no" would be to require MNDA for pricing of any kind.
telecastermain
Contributor
1
Account Executive
I like this, I just think there might be a way to convey this and also maybe shift their thinking/change the criteria.

Maybe it's asking too much though, from a buyer who's already using the "collect prices" buying method.
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I mean, you could just be straightforward and let them know that your company has found this practice never results in further engagement with you, so you regretfully decline to take up their time and yours. And you could say that if they do come back and can spend 30 minutes discussing the project, you’ll be happy to meet with them at that time.
CPTAmerica
Opinionated
3
President/CRO
I’d come in with a huge range. “Without any more info the best I can tell you is that our engagements are typically $15k-$150k, if that’s in your ballpark let’s setup some time to learn more about your situation and I can get you a more specific quote.”
stepchad
Contributor
1
Account Executive
I like this response a lot. I’ve done the same.

“We work with the smallest start ups, all the way to the largest enterprise organizations. I’ve seen customers pay us as little as $400, and as much as $40M. It’s entirely based upon your needs. What I can tell you is that we have never lost a deal on price, and I’ll fight to build you the package/offering that fits your need and budget. I’ve also got some peers just like you lined up who came from X competitor.

Let me gather some data, and I’ll have a price for you with a promotion by next call. Deal?”
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Just say “we are not a commodity. Pricing is a very dynamic process. I’m happy to provide pricing after we go through our process of determining product fit and a number of other factors”. Or something similar.
detectivegibbles
Politicker
2
Sales Director
"Hey customer, I wish giving you price was as simple as ordering off a menu. Unless knowing xyz, it would be likewalking onto a car lot and saying "Hey, I want a car. How much?"

Would it be unreasonable to get a few questions answered to I can help you propose options?"
RandyLahey
Politicker
2
Account Manager
Explain to them that off-the-shelf pricing simply is not an option. It would greatly devalue your product/service, and there are too many factors to consider that greatly impact the final quote.
Justatitle
Big Shot
2
Account Executive
I've adopted a F8ck it attitude, I ask the questions I used to be scared of asking. There's also a right way to do this and state your concerns in regards to the person you are working with not having enough power to help get a deal and wasting your time
2
Head of Growth
Protecting pricing until the right time is always the best move. But in situation where that's not possible you can give them something - the desire to come back for the real price. This is when I give "list price" for full suite.

"Since we weren't able to get to a point in the process where I can provide right-sized pricing based on your actual needs, the best I can do it tell you what the sticker says for the full solution. Depending upon your actual needs your final price could be a fraction of this price. Things like implementation timeline, modules purchased, number of years in your subscription, willingness to participate in a case study, etc. can all have a favorable impact on pricing."

Don't be afraid to "lose" this prospect because you don't have them yet anyways!
braintank
Politicker
0
Enterprise Account Executive
Ask the questions you want to ask. Or go above their head.
Kosta_Konfucius
Politicker
0
Sales Rep
If they push back to the advice other people gave, you them over pricing with discounts but not needing to get approval on them.
If you don’t hear anything follow up to the DM
SoccerandSales
Big Shot
0
Account Executive
I am usually providing a ballpark figure and then doubling down on the fact that I can't give a concrete answer until we determine which products are a fit
Maximas
Tycoon
-1
Senior Sales Executive
Tbh, it ain't that bad to collect prices before making a recommendation. This way you would be able to identify your prospects financial sit better based on the collected price, and would enhance your chance to get you a better lock on the targeted prospects that potentially fit after the demo!
12

You negotiated till No Regret Price with Finance dept and he moved forward the quote to Purchase dept. Now purchase team asking for more discount else not processing forward ? How to tackle this ?

Question
10
19
Members only

Got promotion - Asked for more pay but boss said no... should I ask again? (meeting today)

Question
33
7

Connection got me an interview that I otherwise wouldnt have gotten because of field change, not due to intellect or abilities. Position is managerial and, from what I gathered, stated salary plus bonus. Should I negotiate, which I always do, or go with what they offer?

Question
11