Paul shares his thoughts on presenting price.

Show Notes:

“Pricing builds perceived value. In the absence of additional information, price is the greatest indicator of quality and performance.”

Discounting and negotiating are part of every culture.

Pricing is an integrity issue. “If you present a price and then lower it, you’re effectively telling the customer ‘I was trying to overcharge you before’”

“Use the three words to present price…”

Don’t apologize for your price or stare off into space. Present your price matter-of-factly.

Buyers aren’t compensated to gain discounts; they’re evaluated on overall company profitability. Focus the conversation towards profit, not price.

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