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Are you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it.
Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are.
Key insights from this episode include:
• Why bringing up price early (ideally in the first or second call) leads to better win rates, according to Gong's research data
• The importance of establishing economic value before discussing price—and why you're the problem if you can't explain the ROI of your solution
• How to have the "math conversation" collaboratively with prospects, showing them when an investment doesn't make sense for their current situation
• When to disqualify a prospect based on revenue and business readiness (and why this is actually helping them, not manipulating them)
• The fatal mistake of saying "I have no idea" when asked about pricing—and what to say instead
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