Price is Irrelevant (For Now)

What do you do when you are on a sales call and someone says, "Sounds interesting... How much is it?" Giving your prices at the beginning or even the middle of an initial sales call can be the kiss of death. Why?  Because your prospect will be making a decision before they even know what they are buying.

When prematurely asked about price I will often say, "Before we discuss price, let's see if we are a fit for your needs." By saying this, I am building credibility and taking price off the table for the time being. (If someone is really pressing me for price at this point, I will give them a wide range. If they then say that we are too expensive, I can disqualify them earlier in the process, as opposed to them stopping the sales call before they know how I can help.)

After taking price off the table, I can then ask questions about the prospect's needs as related to our product. If they are now qualified (they have a need for what we do), I can now get into how we can help, as well as ask them about their budget.

By leaving pricing for the latter part of the discussion, the prospect focuses on how we can help meet their challenges or opportunities.