A good pricing helps you transform any price negotiation into a value talk.
We've all been the client in that sales call, when the guy finishes his pitch, and up comes the last slide: the pricing page.
Most salespeople think the pricing page is their trial by fire. It's their time to talk, so they talk. Until this awkward silence fills the room, and the sales guy finally asks: "so… what do you think?"
Don't do that.
In front of the pricing page, you're not:
- talking alone
- talking numbers
Try instead:
- having a real discussion that will benefit you as much as the client
- talking value
2 ways of doing that:
A. Build your pricing page as a storefront of value
Start by framing features as benefits, not technical capabilities. Your client doesn't care about what the feature does. They care about what they'll get out of it.
B. Ask questions!
- "Where do you see yourself in these packages?"
- "What's the feature most valuable to you?"
- "If you go with offering number 3 would you reach that $xxx savings goal you were telling me about earlier?"
See… the discussion doesn't have to revolve around the price. And it should not. Price is just the measure of your value... so let's talk value!
Ask your sales: if to them, the pricing page feels like a trial by fire instead of a value conversation, something’s off.
