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If you’re selling something that is somewhat of a considerable amount ($$$), you want to talk price early in the game. Take it out of the question from the beginning. You’ll respect both your prospect’s time and yours. Going first into the details of what you do / sell [AKA features, or deliverables] to then try to convince is justifying the cost / effort of what it takes towards the price. “It does this, so the price is this“. Think of what they want, their desired state, what they value. That’ll make things easier for you. And get a better share of the deal. “Don’t pitch your value in the sale. That’s marketing’s job. Your job is to uncover the value the client is seeking. Arm yourself with questions, not claims.” Blair Enns.
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