April 2019 – How to Overcome the Awkwardness of the Premature Price Question

Envision the following scenario: You’re a sales rep for a CRM company on a discovery call with a potential mid-sized client. Their very first question is, “What’s the price?” It’s also one that you can’t really answer with any accuracy due to all the variables involved, such as: Do they need the stock option or a customized version? How customized? What level of support will they need? How many users will be involved?
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