Stop Making Prospects Ask Twice for the Price
One of the most annoying habits I see reps develop is making prospects ask for the price twice.
The prospect has already qualified, they’re interested, and they’ve earned the right to know what it costs.
Yet instead of revealing the price, the rep tries to close first.
Follow the Sales Flow
Your sales process should follow a logical sequence:
Initial Approach.
Qualify.
Value Build.
Price Reveal.
Close.
Solidify.
Once someone has qualified and you’ve built value, the next step is obvious.
Tell them the price.
Don’t make them ask for information they’ve already earned.
Stop Acting Like the Price Is a Secret
When you hesitate to reveal pricing, prospects assume there’s a reason.
They wonder if you’re hiding something.
They become more skeptical.
The funny thing is, most reps think delaying the price builds curiosity.
In reality, it usually builds suspicion.
Reveal the Price with Confidence
I’ve never had a customer sign a service agreement without first asking what they were paying.
After you’ve built value, confidently say:
“Normally our service runs $, but because we’re already taking care of several of your neighbors, I can do it today for just $.”
Now the conversation can naturally move into the close.
The Takeaway
If your prospect is interested enough to hear the price, don’t make them ask twice.
Build value first then reveal the regular price, and then present the discounted offer if they act within your timeline.
Confidence with pricing creates confidence in your offer.
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