Quick announcement…

Friday, September 13, 2019

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Heads up: There are sales “experts” that will advise you to hold back on talking about price until you’ve created the context for your pricing discussion. That’s bad advice.

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Quick email this morning to announce the release of the latest episode of Accelerate! The Sales Podcast of Record.

Today on Episode 726 my guest is Bill Wilson, CEO of SalesRight.

Our conversation is all about the importance of transparency in sales. In particular, transparency about your pricing.

I’m always amused by sellers that are afraid, or run away from, the pricing discussion with prospects. There are sales “experts” that will advise you to hold back on talking about price until you’ve created the context for your pricing discussion. That’s bad advice.

As Bill shares in our conversation, you’re much better off putting pricing on the table early.

I was mentored early in my career by a manager who believed just the opposite. He was, far and away, the best salesperson I’ve ever known. And his philosophy was to “quote early and often.” It’s an effective method to jump start the conversation with your buyer about outcomes and value.

Bill also shares some valuable strategies for how to use the pricing discussion as a tool to shift the conversation away from “discounts” to margin-protecting “trade-offs.”

All this and much more.

If you haven’t already subscribed to Accelerate! you can do that here.


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– Andy