Price only matters in the absence of value

Price only matters in the absence of value

By Scott Sambucci | November 5, 2019

“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. 

In large enterprise sales, it’s even worse. Whatever price you share will likely be plain wrong, and buyer vampires have long memories. Even if you push through this buyer vampire in your sale and begin working with the rest of the team at the company, six months later, when you’re finally ready to put together a formal pricing and implementation plan, the buyer vampire will blurt out, “That’s a lot more than what you said before!”

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

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