Have you ever been caught off guard when the very first thing a prospect asks you is, “What’s your price?” It can feel abrupt, maybe even a little irritating. Suddenly, you’re on the defensive, worried about proving your value before you’ve had a chance to build rapport. In this episode of the Sales Maven Podcast, Nikki Rausch tackles this all-too-common scenario head-on and gives you practical strategies for handling it with confidence, credibility, and ease.

When someone leads with “what’s your price,” it’s tempting to respond with “it depends.” But Nikki explains why that phrase is one of the biggest mistakes you can make—it creates mistrust and leaves the other person feeling dismissed. Instead, she walks you through simple, effective language you can use to keep the conversation moving forward while still honoring the question. One powerful approach is giving a price range. By saying, “Projects like this typically range between X and Y,” you immediately build trust, show transparency, and keep the door open to a deeper discussion. This keeps you positioned as a professional who respects the buyer’s need for clarity while still allowing flexibility.

You’ll also hear Nikki’s personal story about reaching out to a potential service provider and being brushed off with a vague “we’ll get to that later.” That moment was enough to make her walk away completely—a reminder that prospects want real answers, not evasive responses. Nikki shares how you can avoid creating that kind of doubt and instead present yourself as trustworthy and approachable.

Beyond live conversations, Nikki gives examples of how to respond in writing when the “what’s your price” question comes through an email or contact form. She offers sample wording you can adapt, such as thanking the prospect for their interest, providing a range, and then extending an invitation to schedule a discovery call. This approach shows you take them seriously and gives them a clear next step.

Perhaps the most important reframe Nikki offers is this: when someone asks about price, it’s a buying signal. Instead of feeling annoyed, recognize it as an opportunity. By practicing your responses ahead of time, preparing your top three discovery questions, and issuing clear invitations after sharing a price or range, you’ll set yourself apart from competitors who stumble in this moment.

This short but impactful episode is packed with actionable takeaways. If you’ve ever struggled with the “what’s your price” conversation, you’ll come away with renewed confidence and language you can put into practice right away. Listen in to learn how to answer the question in a way that strengthens rapport, establishes credibility, and increases your chances of closing the sale.

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

For more actionable sales tips, download the FREE Closing The Sale Ebook.

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Nikki Rausch

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