In this short segment of the Revenue Builders Podcast, Veteran Sales Leader Keno Helmi talks with Revenue Builders about price. When do you give your pricing? How do you make sure your buyer sees the value before you present pricing? These few minutes are worth your time.

KEY TAKEAWAYS

[00:01:28] Establish Value Early: Prevent customers from arbitrarily assigning low value by anchoring them to the true worth of your solution.
[00:02:32] Discovery is Critical: A robust discovery process aligns your software to customer pain points and value creation.[00:02:59] Avoid Premature Pricing: Deflect pricing conversations until you've gathered sufficient requirements and context.
[00:05:25] Build Trust with Transparency: Acknowledge customer concerns about pricing while explaining the complexities involved.
[00:07:02] Broad Pricing Ranges: Use ranges and commercial terms to delay definitive pricing until later stages of the deal.

HIGHLIGHT QUOTES

[00:01:28] "We’re peddling insulin here, not apples. That’s why we establish value right out of the gate."
[00:02:03] "Negotiate how your software’s value will be evaluated—this determines whether you’re seen as an apple or insulin."
[00:02:32] "A great discovery process sets the foundation for preserving margins later in the deal."
[00:05:25] "Trust can wobble if sellers shy away from addressing pricing concerns with authenticity."
[00:07:02] "Broad ranges tied to ROI are your Plan B when pressured for pricing early."

Listen to Keno’s Full Episode Here: https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/

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Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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