Sales Pricing Cheat Sheet: 10 Golden Rules of Pricing Conversations

• Phrases to avoid at all costsSales cycles lengthen by 19% when reps say any of these 3 phrases to a buyer at any point in a deal…
• How many words is too manySuccessful salespeople use about XX words to explain their price — any more signals insecurity…
• When (and how) to apologizeOn average, you’ll close 13% more deals when you strategically pick and choose your apologies…
• How to avoid giving discountsThese 2 words imply that someone else has the final say on pricing, and concessions are scrutinized…
• The right amount of silenceWhen you pause for XX seconds after stating your price, it signals full confidence in your pricing…
• Pronouns you should avoidUnsuccessful pricing conversations typically use certain pronouns, which you should avoid at all costs…
• When to bring up priceSuccessful reps only discuss price after establishing this key piece of information with the prospect…
• Budget talks timingWin rates are exponentially higher when you discuss budget at this counterintuitive time…
• Email boundariesAccording to the data, this is what you can say about price over email — and what you can’t say…

This 43-word template is proven to compel hesitant prospects to accept a call because it:

• Validates the prospects concerns
• Reframes their objection as a benefit
• Makes it easy for the prospect to say “yes”