Class: Pricing 101: The Three Most Important Pricing Conversations
Summer 2024
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29m
Few topics are as critical to the health of a deal as Pricing, so few Closers approach the topic without some level of anxiety. That's why we break down the topic of Pricing into three: Rate Card, Verbal, and Proposal. By separating the pricing discussion into three distinct elements, we are able to control the dialogue with more confidence and certainty, while leveraging the role of the buyer to gain crucial commitments throughout the sales process. This allows for the Prospect to have their curiosities satisfied while the Seller maintains complete control from inbound lead through discovery, all the way through negotiation and close.
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