Have you ever tried to buy something and found a sales rep would not give you a price or even an estimate before you jumped through a bunch of hoops? How pleasant was that? Yet, so many companies don’t want to talk price, at all, until after the prospect meets some set of criteria.
Charles Green has some advice for this scenario. (I’m spoiling the reveal below, but read the whole piece.)
Q. What should you say when the potential customer says, “Before we start discussions, I need you to tell me your price.”
A. Tell them your price.
What a concept.
There’s nothing like not wasting time on people who will never be your customer. Or starting a relationship with a potential customer in a respectful way.