What do you say to your prospect after sharing pricing on the call?

Do you stay silent and wait for them to respond?


Or do you ask questions right away, such as "how does this align with your expectations", etc.?


I know each rep has their own method, would love to see what y'all do.


👑 Sales Strategy
📈 Closing
☁️ Software Tech
21
SaaSam
Politicker
10
Account Executive
Silence. Often times the first one to talk loses
followingup
Fire Starter
1
Account Executive
I also pause until they say something, have recently had some managers mention asking questions and I wanted to see if anyone else does this right away? My questions come later normally but yea, silence first for sure. 
Kirby
Politicker
6
Sales Representative
“HOW’S THAT FOR VALUE MY GUY???” 😫
followingup
Fire Starter
0
Account Executive
😂😂
slaydie
Big Shot
0
Account Executive
haha - what a dream
brotato
WR Lieutenant
4
Head of Sales
Depends how you say it. I typically say:

Pricing starts at $15k, and for companies similar to yours it's usually between $30-55k. There's about 5 factors that go into that range, which I can cover further as we continue the conversation. But before I go on, what's your initial reaction to those numbers?

Then silence.
CuriousFox
WR Officer
1
🦊
Similar game plan here too. Sometimes I just say we will be within 10% either way of your current vendor.
Hoopnip
Opinionated
0
Commercial AE
Interesting way to anchor. Might be shooting yourself in the foot for upsell
CuriousFox
WR Officer
1
🦊
Risk and reward. I'm not trying to pull anything over them, and I'm not getting into the lowest price garbage either.
shark33
1
Account Manager
I anchor this way too. Typically for this size of ad campaign, I’d recommend 8-10K based on urgency, competition, etc. How does that make you feel? If they freak out then I don’t move forward. If they say oh that sounds about right send a quote and close it! 
bonez
Politicker
2
Account Executive
If they just remain silent I'll always ask them how those numbers make them feel. Not what they think of it but how it makes them feel. I've found this gets me the best and usually most honest responses. It then gives me the ability to answer objections to why our pricing is higher than competitors or "who actually pays those prices". Shows me where they're at mentally and how we can move forward. 

But I def prefer if they say something first. 
Cabbie
Good Citizen
2
AE (Account Executive)
I'm selling a specific type of advertising space, which is fairly generic; and I'm lucky because my largest competitors are absolutely gouging the market for all it's worth. I know my price point's really good. 

So don't know how analogous to your situation this'll be, but I pitch price, then say something to the effect of "I'm told that lines up well in market, but for my reference: how does that compare with what you'd be paying elsewhere for the same?", and then wait.


Generally goes really well.
OldDogNewTricks
Opinionated
2
Sales guy
Silence 
TheLoneGun
Opinionated
2
Extremely Rad Product Offloading Specialist
You should have already gone over the high level value, even made it relevant to whom you're speaking.

 Now you drop the price and shut up, let them tell you what they think of it.  Every once in a while you'll be surprised by the response you get such as my personal favorite " oh that's not to bad" or " wow, less than I thought"
DungeonsNDemos
Big Shot
2
Rolling 20's all day
It's nice once you learn how to bathe in the uncomfortable silence. EMBRACE IT!!!
the_sonk_master
Opinionated
1
Account Manager
Hopefully when the pricing question comes up you’ve already provided some value and context; but generally yeah just sit there silently and wait
slaydie
Big Shot
1
Account Executive
silent and wait....if nothing then I say something like, how does this sound? What are your thought on the packages?
braintank
Politicker
1
Enterprise Account Executive
Silence then... Did you hang up?
sales4lyf
Politicker
1
Business Development Manager
If they remain silent for a substantial amount of time I try to give them a little prod with the 'how does that sound?'
bareknuckles
Valued Contributor
1
CEO of my kitchen table
Pretty good right???? Right???? Hello????
OnlySales
Opinionated
1
Regional Enterprise Sales Manager
I’ve gotten ghosted by doing this once.. I make a PowerPoint and walk them through the pricing. Otherwise I think it might go over their heads and they freak out about the amount
TechSalesQueen
Executive
0
Sr. Enterprise Account Executive
No one being given proposals in a PowerPoint should be freaking out. Qualify it up front. Otherwise, they do not deserve the right to be presented pricing. PeriodT.
OnlySales
Opinionated
0
Regional Enterprise Sales Manager
I think that’s what happens when it’s to lower level. If it’s C- suite then that’s a whole other story cause they get it lmao but agree with you 100%
FeedTheKids
Politicker
1
Solutions Consultant
I'm good for 30 seconds of silence then if nothing I just say to review with the team and try to schedule a follow up. 

If you can get the follow up, the negotiation begins. 
TechSalesQueen
Executive
1
Sr. Enterprise Account Executive
Nothing. If the silence is uncomfortably long I wait. Eventually if needed I simply say “how does that land with you?”
GDO
Politicker
0
BDM
Silence is key. Then after the reaction dig into it. 
CRAG112
Valued Contributor
0
Account Executive
1 million dollars!!!!!

pet the kitty and wait.
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