9 Years. Clients from 16+ Countries | Day Job: I grow and scale companies at sixprofit.com & kclow.com | Side Hustle: I invest in real estate.
“Can you just tell me the price?” I hear this question a lot during my group coaching meetings. A seller recently asked: “Sometimes, I get buyers requesting a demo, and when they show up, they immediately just want to talk about price.” “I’m happy to tell them the price, but how do I reframe the conversation to get to value?” Here’s how I handle it: Step 1: Meet them where they stand. Acknowledge that price is their top concern. Don’t argue with them about it—it’ll only lead to pushback. A simple, “I get it, pricing is important,” helps keep things on track. ----- Step 2: Ask for permission. Use a simple ask: “Can I ask a hard question?” Most buyers will say yes when you ask for permission, but if you jump straight to value-based questions, you risk losing them early. ----- Step 3: Position the value conversation as just 10 minutes. Most buyers will agree to a 10-minute value conversation before talking price if they know you’ll deliver what they want afterward. Make it low-commitment and deliver on it. Don’t bait-and-switch them into 30 minutes of discovery. They’ll never come back if you do. Btw, my partner Steph and I have spent over 200 hours creating a DISC hiring guide to help founders and sales leaders improve their sales by hiring the right sales professionals in their teams. If you’d like the free guide, feel free to DM us!
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2moMeeting them where they are? Smart move! Engaging buyers directly on value is key. This can shift the whole game.