Mastering Control in Sales Conversations

ACTIONABLE TAKEAWAYS:

• Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making.
• Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages.
• Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock.
• Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options.

BELAL'S PATH TO PRESIDENT'S CLUB

• Founder @ LearnToSell.io
• Head of Sales @ GTM Buddy
• Enterprise Account Executive @ ClearBit
• Head of Business Development @ BioIQ

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