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

Question

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.

Accepted Answer

Silence. Often times the first one to talk loses

Answer

“HOW’S THAT FOR VALUE MY GUY???” 😫

Answer

Depends how you say it. I typically say:

Answer

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.

Answer

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.

Answer

Silence

Answer

You should have already gone over the high level value, even made it relevant to whom you're speaking.

Answer

It's nice once you learn how to bathe in the uncomfortable silence. EMBRACE IT!!!

Answer

Hopefully when the pricing question comes up you’ve already provided some value and context; but generally yeah just sit there silently and wait

Answer

silent and wait....if nothing then I say something like, how does this sound? What are your thought on the packages?

Answer

Silence then... Did you hang up?

Answer

If they remain silent for a substantial amount of time I try to give them a little prod with the 'how does that sound?'

Answer

Pretty good right???? Right???? Hello????

Answer

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

Answer

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.

Answer

Nothing.  If the silence is uncomfortably long I wait.  Eventually if needed I simply say “how does that land with you?”

followingup

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

26 comments

followingup

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

26 comments

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