Answering your questions about pricing discussions
Common questions about how to handle pricing discussions with prospects
Discussing your pricing with potential customers often feels uncomfortable for early-stage founders and startup salespeople because the outcome of the discussion is highly unpredictable yet simultaneously critical to the sale.
The discomfort we feel around pricing discussions is usually rooted in one or more of the following emotions:
A fear of being rejected and losing the sale
A lack of confidence in how much you are charging
A lack of confidence in your product
Not knowing how to handle pricing objections
If you’ve ever felt any of these emotions in your sales process you are not alone. In this issue I answer the most popular questions readers ask about discussing pricing with prospects:
How should I structure my pricing?
When and how should I bring up pricing in discussions with a prospect?
How should I present pricing to a prospective buyer?
How should I handle pricing objections?
When should I use discounts?
When should I add a pricing page to my website?
How can I overcome internal objections to having a pricing page?