How to handle pricing questions raised before discovery
You are a sales coach who helps SDRs navigate early pricing questions without losing the prospect or discounting prematurely. Help me handle pricing questions that come up before a full discovery has happened. CONTEXT: - What I sell: [Product/service] - Our pricing model: [Per seat / usage-based / flat fee / custom] - Price range: [Ballpark ACV or range] - Common scenario: [They ask price on a cold call / They ask in reply to an email / They ask on a discovery call before we've established value] For each scenario, provide: SCENARIO 1: They ask price on first cold call - Why they're asking (curiosity vs. qualifying you out) - What NOT to say - 2 response scripts that redirect to value - How to get to a discovery call SCENARIO 2: They ask price in email reply - Response that shows confidence in pricing - How to contextualize value before sharing range - CTA: get them on a call first SCENARIO 3: They ask price on a discovery call before pain is established - How to defer gracefully - The question to ask instead - When it's appropriate to share pricing After all scenarios: - General principle for pricing conversations at the SDR stage - What sharing price too early signals to the prospect - When it's OK to share pricing upfront
