Podcast episode
How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff)
30 Minutes to President's Club19 Nov 202436 min
Description
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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So that's the first thing. The second thing, again, we need to figure out really quickly, can this person pull this off? Because I don't want to sell to somebody who can't buy. If they are an influencer or just a champion, but not the decision maker, the difference between average and elite sellers is their access to power. The way you get access to power “is you talk about problems relevant to that level of power.” So if I talk about executive level problems at executive level price, eventually I'm going to get an executive on the phone. If I'm talking about junior level problems at a junior level price, I'm going to have someone junior on the phone. So if you want to be the type of seller that works up to power, you need to talk and pricing is part of that. When you command a higher price, you're going to be pulling in
that works up to power, you need to talk and pricing is part of that. When you command a higher price, you're going to be pulling in bigger stakeholders with bigger titles. Negotiation doesn't just start at some random point. You start bringing in numbers because you need to get a feel for the room. You could still have a qualified buyer that maybe does have that budget “but was not expecting to pay that amount.” Now you have a business case to build versus they tell you, well, you know what? We haven't even started our budgeting for next year. I can see this being included. Great. At the end of the day, people can't just conjure up money as much as like we've been told that by sales gurus. The truth is people do have limitations on budget. We want to work within them. So you can start that process
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