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Pricing

The toughest conversations to have are those about price. Salespeople who don’t understand the value of their product will always find end up selling on price. Move the conversation away from pricing and towards the real benefits to the clients.

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Question 1 of 7

 I can quantify value for my customers with exact numbers.  

A

Yes, I know how much they will save short and long term.

B

Not really

Question 2 of 7

 I explain how this product can increase the customer’s revenue or expand market share. 

A

Yes

B

No

Question 3 of 7

 I know the value of my product and feel confident offering premium pricing. 

A

Always

B

Sometimes

C

Never

Question 4 of 7

 I understand the buyer’s competitive pressures of the market and end users and integrate that into my sales pitch. 

A

Yes, I do consistent research in my industry

B

No

Question 5 of 7

 I raise anticipated pricing objections. 

A

Yes

B

No, I wait for them to come up

Question 6 of 7

 When presenting price, I am careful to not present too many options to my clients. 

A

True - I am aware of information overload

B

False, I present all the possible options at once

Question 7 of 7

 I usually present three options and nudge clients towards the middle option. 

A

Always

B

Sometimes

C

Never

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