Will Barron
Apr 14, 2023
Will Barron Apr 14, 2023

Couple of thoughts –

  • Was this an objection or just a random comment? I.e. did it stop the conversation in it’s tracks or could you have just moved past it?

  • I’m sure your pricing is probably fine (it’s too cheap if anything…). So that means that the buyer either doesn’t understand the value of the product or they don’t understand the full opportunity cost of doing things the way they are currently. That’s on you to help them understand.
  • RE timing – I like to ask about their budget before I bring up the price. I also like to dive deep into the costs of carrying on as they are and I ask questions like “what’s stopping you from solving this yourself?” and “are you committed to solving this problem?”. At a certain point they’ll start asking you about the price and that’s typically the right time to start sharing it.