Getting to Club 100 Word Talk Track to Kill Price Resistance
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Jan 27, 2025 Explore dynamic strategies for discussing pricing in B2B sales that prioritize context and value. Learn how to reduce sticker shock for potential buyers while building trust. Discover effective practices and pitfalls to avoid, equipping sales professionals with actionable insights for success. Tune in for tips that can transform your approach to selling and enhance your client relationships.
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Worst Way to Discuss Price
- Never hide your pricing or act as the gatekeeper of information.
- This outdated tactic erodes trust and is ineffective in today's transparent market.
Blunt Pricing is Bad
- Avoid presenting price point-blank without context.
- This can cause sticker shock and hinder the buyer's understanding of value.
Contextual Pricing
- Present price with a short talk track, about 20 seconds long, emphasizing business value and context.
- This preempts sticker shock and allows buyers to understand the ROI.