For those sales professionals out there who wonder when (or if) you start talking about the price of your product or service, here's a great article by author and consultant Alan Rigg.
I found it in my SalesDog weekly newsletter, but Rigg also has a website that you should look at if you're interested in more of his work.
Here's a quick sample of what Alan writes today:
"Talking about price is an important step in the sales opportunity qualification process. After all, if a prospect can't afford your price, is he really a valid prospect? Do you really want to invest your valuable time trying to sell to him?
That said, it often does more harm than good to discuss price before you and the prospect have determined whether your product or service can provide value. Just about any price sounds high when it is quoted "in a vacuum." Yet, that very same price can sound very reasonable, or even cheap, when compared to the quantified impact of a prospect's business problems."
Rigg goes on to explain his definition of "quantified impact". Plus, he touches on lots of other great points when it comes to price. I encourage you to read it.
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