Sometimes you will get a customer who is keen on negotiating or genuinely has no idea what the price of your product/service is and early on in the conversation asks you… "What's the price?" or "How much are you going to charge me?"

Of course we know that we really need to discuss value and quantifiable monetised outcomes for the customer before we get to price, that way we can position our price against the value we will deliver for the customer and be able to compare it to alternatives or reference points better.

That's not always possible.

Sometimes a customer will ask up front about Price - here are some ideas you can use or tailor to your own approach, in tackling this issue.