The Delicate Dance With Price - As Seen in SalesForceXP

Discuss, Don't Just Send

Remind your sales team not to send pricing until they have discussed it with a prospect. Many salespeople conclude sales meetings by offering to send pricing with-out haying first discussed it. Often, a salesperson wants to avoid conflict, the salesperson is not comfortable discussing pricing, or the salesperson doesn't understand the power of the dialogue in connecting price to value and setting the client's expectation level. By sending pricing too early, a salesperson loses the chance to position value.

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