The pricing question often makes sales

professional uneasy and weird. We’ll cover why talking about money makes sales

people uncomfortable in tip number 1.

Control your emotions

So when a prospect asks for the price,

the most important thing to do is stay in control of your emotions.

* Most people are taught at a young age that * “money is the  root of all evil”* “Rich people are bad”* “Discussing money is rude”

In fact, the ability to discuss money

without all this emotional baggage being a part of the conversation is one of

the key sales success traits we measure with our SalesCode assessment.

You can take a free version of the assessment

at SalesCodeAssessment.com. There’s a link in the description of this video.

So the first step to answering your

prospects pricing question is to make sure that you have your emotions in

check.

To do this –

* Stop* Take a breath* Calmly share the

price

Don’t say “well the price is $X/month…

BUT I can ask my sales manager for a discount…”.

Think of it like this, if you owned a

sweet shop and a child asked you how much a mars bar was. You wouldn’t get emotional;

you wouldn’t start talking faster or immediately offering concessions to lower

the price, would you?

Nope. You’d say, that’s $1 please

sonny boy. Then you’d hold out your hand and wait for them to pay you. You’d

ask then shut up.

This is the emotional state that you

need to be in when discussing pricing with potential customers and this leads

me to point number two…

Shut the hell up

I alluded to this point in the first

tip. If step one is calmly sharing your pricing, the second step is to shut the

hell up and wait for the prospect to respond.

Sure, there is likely a little internal

turmoil going on in your brain at this point. You’re going to be reminded of

being 12 and asking the hot girl out. That moment of both hope and fear before

she tells you to get lost and then runs off to play pogs or Pokémon cards with

the other popular kids…

But until the prospect responds to the

pricing you’ve shared, you’ve no idea if they’re going to say “wow, that’s

incredible, you’re my hero” or “Will, we need to do something on the numbers

here”.

So as hard as this can be in the real

world, just shut up wait for the prospects response.

Have a BATNA

Next, are you going into your sales

conversations with a *silly voice* BATNA?

Now, yes, I’m spending a lot of time

in the studio putting together this content for you #SalesNation… but I haven’t

gone completely mad. A *silly voice *BATNA is a real thing…

It stands for –

* Best alternative to a negotiated agreement.

The idea was first put forward by

William Ury who I interviewed on the Salesman Podcast a few years ago.

In a nutshell, William shared that you

should always go into a negotiation with a back up plan, or as he calls it a –

best alternative to a negotiated agreement.

For sales professionals this only

enters a conversation after the last two points have been concluded. So you’ve

–

* Shared the