Revenue Builders

Talking about Price with Keno Helmi

Dec 1, 2024

Join a captivating discussion on the nuances of pricing in sales. Learn why establishing value upfront is crucial to avoid low perceptions. Discover the significance of a thorough discovery process that aligns your solution with customer pain points. Find out how to defer pricing talks to maintain leverage and build trust through transparency. Explore the power of using broad pricing ranges tied to ROI as a strategy for navigating early pricing pressure.

07:55

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Quick takeaways

Establishing value early prevents customers from assigning arbitrary low worth to your solution and ensures alignment with its true benefits.

A robust discovery process is essential for aligning the software to customer pain points while preserving profit margins throughout the deal.

Deep dives

The Importance of Value Positioning in Sales

Customers begin to think about pricing and value very early in the sales process, often assigning their own arbitrary value to a product. This can be problematic, as the customer's perception may not align with the actual value of the software being sold. It's crucial for sales professionals to assert the true value of their product from the outset, ensuring that customers understand they are offering something valuable, akin to insulin rather than apples. By effectively negotiating how the software will be evaluated, sellers can help ensure that the assigned value more closely aligns with the real worth of their offering as the negotiation progresses.

Mastering Pricing and Value in Sales Negotiations

4min

The Role of Authenticity and Trust in Pricing Discussions

4min

In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time.

KEY TAKEAWAYS

[00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution.
[00:02:32] Discovery is Critical: A robust discovery process aligns your software to customer pain points and value creation.[00:02:59] Avoid Premature Pricing: Deflect pricing conversations until you've gathered sufficient requirements and context.
[00:05:25] Build Trust with Transparency: Acknowledge customer concerns about pricing while explaining the complexities involved.
[00:07:02] Broad Pricing Ranges: Use ranges and commercial terms to delay definitive pricing until later stages of the deal.

HIGHLIGHT QUOTES

[00:01:28] "We’re peddling insulin here, not apples. That’s why we establish value right out of the gate."
[00:02:03] "Negotiate how your software’s value will be evaluated—this determines whether you’re seen as an apple or insulin."
[00:02:32] "A great discovery process sets the foundation for preserving margins later in the deal."
[00:05:25] "Trust can wobble if sellers shy away from addressing pricing concerns with authenticity."
[00:07:02] "Broad ranges tied to ROI are your Plan B when pressured for pricing early."

Listen to Keno’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/

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