How to share pricing on the first call.

Without giving everything away.

Author

Mike Gallardo
September 22, 2024 • Estimated Reading Time: 4 minutes

The Best Sales Newsletter

How to share pricing on the first call (without giving anything away)

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Hey sales friends,

In this week’s newsletter I’m breaking down how to share pricing on the first call.

We all know people want to know the price as soon as possible, but we also don’t want to just throw something out there super early in the sales process.

So here’s what you can do.

The Strategy:

If you don’t discuss pricing, whether they say it or not, buyer’s will feel like the first call wasn’t the best experience.

Worst case, they’ll lose trust with you because they’ll be thinking your intentionally not sharing it.

Unfortunately, it’s not as easy as just sharing a price though.

Because there’s a lot of factors to consider before you know exactly what makes the most sense for the cost and terms of the deal.

What you should do (4 steps):

  1. Let then know pricing will be discussed on the call (usually as part of your agenda) — so they’re not wondering.

  2. Watch the clock and make sure to transition to pricing and next steps when there are 8 to 10 minutes left — sounds simple but it’s often not executed on.

  3. Share the factors (levers) that can influence pricing and get their feedback on those things — That way you know everything you need to customize a proposal for them.

  4. Set a next step live on the call and make walking through a detailed pricing proposal a part of that call — That way they have a compelling reason for joining that call.

The Script:

Hey Jill,

Looking at the time we have about 10 minutes left.

Would you be OK if we transitioned to discussing pricing and next steps?

Great, thank you.

So there’s a few things that can influence pricing.

Let’s chat through some of the specifics so I can put together a customized proposal together for our next call.

1. The first thing that can influence pricing is timing. When would you say that you’d be able to commit to starting?

2. The next thing is the size of the implementation. How many people would you be starting with roughly?

3. Length of commitment is also something we can leverage. Would you be open to a 1 to 3 year agreement?

Ok great, thank you.

On our next call I’ll make sure to save time to walk through a customized pricing proposal so you know exactly what to expect.

Here’s what’s great about this strategy.

Not only does it give you time to think more about the pricing and terms you initially share.

It also gives you a solid go to for setting next steps live on your first call.

Try it out and let me know how it goes!

See ya next week my friends,

- Mike G

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