ventox35

Sales Leader

Politicker

Catalyst

Valued Contributor

SEND ME PRICING LOSER SALES REP

"Send me pricing and we'll go from there!"

The nature of our business-we do a ton of price comps. We win most of the time on pricing.

What have you found to be a good way of sending said price comp? Our process is usually:

meeting 1-demo

meeting 2-discuss price comp + sign agreement

I prefer simply a screen share to discuss the pricing. Rarely is it ever actually sent to the prospect (so they don't turn around and share with my competitors).

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Sunbunny31

Politicker

Sr Sales Executive 🐰

Long sales cycle here, but we have been put in a position to help prospective customers out with budgetary ranges before we've really dug in. I like to collect at least a little intel with them and then work something up that I send just before a follow up call to review in real time so they know where the numbers are coming from.

Once we get more discovery, I'm happy to put together a more formal quote and send over, but again, with a review to ensure that I didn't miss something and so that they understand what they're looking at. Usually my champion/contact has to explain to executives, so I like to make sure they're comfortable.

jefe

Arsonist

🍁

I wouldn't want to send them anything until proper conversations have taken place, slides are better than a sheet.

And talk rough budgets to qualify, only get into the details after disco and demo.

CuriousFox

WR Officer

🦊

Yup. If they want pricing we must have a meeting to discuss first.

Kosta_Konfucius

Politicker

Sales Rep

I always send the docusign on low ticket deals 3 min before the proposal walk through so if everything looks good the sign on video

Diablo

Politicker

Sr. AE

I do share the quote but I also let them know about being more flexible m. For me, I like to understand where we fit in terms of their use case (based on the trial they have had so far) before sending them the
pricing.

tightlines

Politicker

Account Executive

I like to give a budgetary in a slide deck, but share a more concrete number after a demo

JustGonnaSendIt

Politicker

Burn Towns, Get Money

My deal cycles are FAR longer...

However, in this situation, where someone is blindly pushing for pricing... My first plan is to do some discovery to understand what the final configuration is going to be and assess the other deal factors (timeline to close, who approves/signs, budget, etc...). Sometimes for fast-moving deals I'll have a budgetary thought process for them... but the solutions I sell are so complex it's often impossible to give even a budgetary without some discovery.

If someone is ignoring or rebuffing my requests for more information to help them get the right price, I usually take 2 or 3 swipes at it.

If they persist in requesting essentially a blind quote, I send that hoe at list price. You don't want to work with me? Fine, pay full price.

If we lose, we lose. I'm in the business of doing good deals. And a customer who is a PITA and doesn't invest in the relationship is only worth it at list price (and sometimes not even then).

ChickenDinner

Politicker

Account Executive

why no discovery before demo?

ventox35

Politicker

-1

Sales Leader

they're discovered before demo'd. naturally. THAT'S NOT THE POINT FOGHORN LEGHORN

SoccerandSales

Big Shot

Account Executive

I usually do something similar but I do share the pricing structures so their team can review

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I don't talk pricing till way down the line and I hate competing on price. Much better to compete on value.

Competing on price is a race to the bottom and no one wins that.

MCP

Valued Contributor

Sales Director

There’s value in broaching the subject early. If they don’t flinch, you stand a chance. If they do, you shake hands and move on. No sense in spending time, effort & energy on people who could never buy.

coletrain

Politicker

Account Executive

My company has the list price on its website. I will touch on it but mostly hold off on that discussion as long as possible since we don't generally win on that

Reason being: pricing can dissuade SMBs before they even look at it. Typically I say something about flexibility with pricing should we have a fit and pricing is the main/only obstacle before adoption.

thedue2.0

Good Citizen

VP of Sales

Not much between the above workflow and a totally automated intake workflow, and bot-Esque value proposition.

Think about car sales in a sense.

It is better for the consumer, and harder to tailor the offering and your message, but, assuming your product and price is in the mix, and have a respected name, you will win most of the time.

Only think I may suggest is how to anchor a compelling event, price action, against, received the demo = unlock an additional efficiency or capabiltiy for no extra money.

Killebrew

Valued Contributor

I typically say "It costs what it costs. What, are you poor or something?"

connorstewart

Old School Bravo

President

Remove the objection from the conversation. Don’t know what your selling but I’d flip it on him and say I’ll beat any price he has if he shares his current price list with me first. Something along the lines of:

Hey - I’ve got a better idea, you obviously want the best price. Send me your current price list and ill beat it. Once I do that, what items do you need right away?

BourbonKing

Valued Contributor

VP of Sales

I'm happy to discuss ballpark pricing (a broad range) as part of the early qualification process, but couldn't possible give an actual price quote without doing thorough discovery, a demo to validate the solution, and negotiating the proper configuration.

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ventox35

SEND ME PRICING LOSER SALES REP

17 comments

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