Price only matters in the absence of value.

“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started.

In large enterprise sales, it’s even worse. Whatever price you share will likely be plain wrong, and Buyer Vampires have long memories. Even if you push through this Buyer Vampire in your sale and begin working with the rest of the team at the company, six months later, when you’re finally ready to put together a formal pricing and implementation plan, the Buyer Vampire will blurt out, “That’s a lot more than what you said before!”

[Excerpt from my new book — “Stop Hustling, Start Scaling.”]

Did you know you can download a free & complete PDF version of the book? Link in the comments below. 👇👇

--

--

--

Startup Selling: Sales Coach for Startup CEOs, Speaker, Author, Teacher.

Love podcasts or audiobooks? Learn on the go with our new app.

Recommended from Medium

Instreamatic Partners with A Million Ads to run Audio Innovation Forum

How to Build an Email List For Your Business From Scratch

Social Media Integration to Web Apps: 7 Tips & Benefits

“Once Upon a Time”: Why Stories Haven’t Gone Out of Style

Understanding the Social Impact of Super Bowl ads

6 Tips from Successful Content Creators

Reject Old Sales Tactics To Accomplish More Positive Prospecting Results

Huemanz NFT — The Hueman Story

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Scott Sambucci

Scott Sambucci

Startup Selling: Sales Coach for Startup CEOs, Speaker, Author, Teacher.

More from Medium

How startups should communicate with investors with entrepreneurial backgrounds.

Celebrating a year of DeGore

#1 Break an illusion — How I survived startup world

Top 5 reasons why your business needs an explainer video!