Leading with Price Before Establishing Value
This goes against conventional wisdom, where you want to establish a value for your product or service before price enters the sales conversation, but sometimes that’s not always true.
Typically we’re all taught that you have to establish a value for your product before you hit them (oops, I meant present them) with the price. The conventional wisdom says something like this; once you have established that your product or service can meet their requirements, then it’s a natural progression to present the price (or investment).
However, it really depends on the product or service. For example, have you ever been called on the telephone (pre do not call days), and asked if you wanted to start receiving organically grown milk delivered fresh and cold at 5:00am so it’s ready to pour on your cereal as you start your day?
