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.
there's more variety. You actually make it harder. So if you have more than three options, pare down and only offer the three that you think are relevant to your prospect. Number two, one of the best ways to steer your prospect towards a larger package is by thinking about the things “that they value that don't cost you anything to offer.” Those might be things related to implementation. Maybe you say it's $2,500, but you waive it for the bigger tier. Maybe it's something like an extra instance of your software. Maybe it's something related to what's included in the professional services or implementation of what you do. Think about the things that your prospect values
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