Phase 7: Pricing

Objective:

This will show you how to introduce your pricing to properly set expectations and use this, plus the answers you’ve received in Phase 6 to have your prospect wanting to take further action and continue the sales process with you.

Introduction:

Done correctly, the pricing phase shouldn’t take long and will be a simple process. However many people can get caught up in pricing, usually due to them lacking the confidence in themselves, their products or their process.

What I’d encourage you to do is just treat pricing like any other step, it’s part of the process and really isn’t a big deal.

In most cases, you are likely not going to have enough information to properly and fully present price to you prospects, but if you avoid the pricing questions you’re losing trust with your prospect so it’s not something which should be avoided.

Strategies for Pricing: T

o effectively navigate the pricing phase, utilize the following strategies:

1. Presenting Pricing Options: Use a pricing range and mention multiple options
2. Explaining Where A True Cost Will Come In Your Process: Explain why you can’t be more specific than you are currently and what time in the process you’ll be able to give them an exact price.
3. Assure Them, They’re In Control: Explain to them that there is no obligation to continue beyond the next call and you’re more than happy to help them get to the right solution.
4. Redirect Their Attention: They’re not buying a price, they’re committing to your product or service, so mention what this process is really about.

Example:

“So our products range from $5000 per month up to $10,000 per month, with the volume of outreach and management required being the biggest variable affecting the pricing. During our next call, we’ll be able to get a really clear picture of what needs to happen to deliver the results you’re looking for and then will be able to lock in an exact scope of works and pricing. There’s no obligation for you to continue beyond our next call if you’re not confident in receiving a strong ROI

Homework Assignment:

1. List Out All The Possible Questions You Think Prospects Will Give And Practice Using These Frameworks