Podcast episode
Delivering Pricing Like a Pro | Belal Batrawy | 30MPC Hall of Fame
30 Minutes to President's Club17 Mar 202536 min
Description
Sign up for the 30MPC Discovery Course today and learn how top sellers lead high-impact discovery calls that land bigger deals: https://www.30mpc.com/course/discovery-course ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with a Range: Start with a floor price and give a range based on factors, allowing flexibility while avoiding sticker shock. Use Strategic Comparisons: Position your premium option near a slightly lower-tier offer to make it an attractive choice, while avoiding comparisons to much cheaper options. BELAL'S PATH TO PRESIDENT'S CLUB Founder @ LearnToSell.io Head of Sales @ GTM Buddy Enterprise Account Executive @ ClearBit Head of Business Development @ BioIQ RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Early and often. So the mistake that sellers make is they think negotiation is a stage because it's put there in their CRM or something like that. Negotiation starts with a buyer right from the beginning, just like discovery does. So you want to bring up pricing pretty early, and you want to find out, A, can that person handle that price? “Because the person you might be speaking to just doesn't have the budget or authority.” That's not their pay grade to talk about that sort of stuff. And when you do that, then you're inviting them to bring in others who do have that pay grade to talk about that budget cost. So you want to do it early. And worst case scenario.
So if you're listening to this episode and you want to roll this out for your own sale, you need to think about what are the things that you can give away for free that your buyer values that you can put in the medium or ideally the large popcorn to steer your buyer in that direction. “Oftentimes there are things that your implementation team is going to be doing or your CS team will be doing that they're doing for every customer but your buyer gets a lot of value from.” One example, when I sold ERP software to law firms, we would have a session during their product implementation where our reporting team would advise on, hey, here are the most common financial reports that our law firm customer base of 300 law firms looks at. You might want to consider setting these up.
Another one we used to do a clear bit was we would mention that the two-way integration, I would say that's available on the deluxe plan, that option B, the large popcorn. And if you're buying just a single product, we don't typically offer the two-way integration. “And now it makes sense why I need to look at multiple products so that I'm maximizing that value.” So you can find these upgrades. Where is the place that I'm giving stuff away? I just need to add a dollar amount to it. Now, all of a sudden, it's an upgrade. I don't need to charge for it. I just put a dollar amount to it and I show that in the pricing as waived. And I say that's an upgrade for you on the B, the large popcorn.
like they say it under their bath or something, you're just like, you just said perfect to their problem. Did you sound any more like a wolf in sheep's clothing, like ready to pounce and attack them? Don't say perfect. When somebody says, yeah, we've had an issue with inbound leads or yeah, and we have some bottlenecks on our ticketing. And especially when we have tier two tickets and then the rep goes, perfect. “That's not the response. The response is like, Oh really? How did that happen?” We're going to get that curiosity going of like, what, why is that going on? I, I'm surprised to hear you say that. Why would that be going on? Or I'm not surprised you said that. I hear that often, but why is that going on with you? That should be the response. Not perfect. Great. Well, this was a perfect episode.