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  1. Peter Gustafsson
    2023-04-17 @ 17:39

    In ”Hacking Sales: Talking About Price,” the author shares tips for discussing pricing with potential clients in a way that builds trust and leads to successful deals. The article emphasizes the importance of being transparent and honest about pricing, rather than trying to avoid the topic or dance around it.

    The author suggests that salespeople should have a deep understanding of the value that their product or service provides and be able to clearly articulate this value to the client. They should also be prepared to answer any questions the client may have about pricing, including how it is calculated and any discounts or special offers that may be available.

    The article also encourages salespeople to avoid using jargon or overly technical terms when discussing pricing, as this can lead to confusion and mistrust. Instead, it is important to use clear and concise language that the client can easily understand.

    The author provides an example of how a salesperson might approach the topic of pricing with a potential client. They suggest starting by acknowledging that pricing is an important factor in the client’s decision-making process and then explaining how the price is determined based on the value the product or service provides. The salesperson might also offer to provide a breakdown of the pricing structure or offer a free trial or demo to help the client better understand the value of the product or service.

    Overall, the article emphasizes the importance of being upfront and honest about pricing and providing clear and concise information to potential clients. By doing so, salespeople can build trust with their clients and increase the likelihood of successful deals.


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