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How to Avoid the Need to Defend Your Price | The Sales Blog

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price?

Here’s the best recipe I know:

  1. Open opportunities and get there early. You are not going to have an easy time building value throughout the sales process if you don’t get to the buyer early in their process. The earlier you establish yourself as someone with ideas, the greater the chance you can create value in their buying process. The opposite is also true: the later you get in, the lower your chances of creating and capturing value. Get in early.
  2. Create massive value. You can’t play small ball and command a higher price. You have to create the biggest, most compelling, most differentiated value proposition you can. This means you can’t play it safe by presenting something you believe is small, palatable, and won’t ruffle anyone’s feathers. Go big.
  3. Get price on the table from Jump St. If you know price is going to be an issue, get it out on the table as early in the process as possible. Don’t fear your pricing. Embrace it. Tell your dream client you are going to cost more and spend your time and energy showing them how much more they are going to get for their money. Talk about the right investment.

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How to Avoid the Need to Defend Your Price · The Sales Blog.

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