“Just Give Me the Price!” – Why Great Sales Reps Never Lead with Numbers
We’ve all been there—you’re on a sales call, and the first thing the buyer asks is, “How much does this cost?”
A bad sales rep panics and throws out a number. A great sales rep? They pause, ask the right questions, and shift the focus from price to value.
Why Price Shouldn’t Be the First Thing You Discuss
💡 Leading with price can cost you the sale. Here’s why top sales professionals take a different approach:
✅ 1. Price Without Context is Meaningless
If a rep doesn’t understand the buyer’s needs, how can they offer the right solution? Throwing out a number without context won’t help the customer determine if the product is the right fit.
✅ 2. Not All Buyers Are the Same
In enterprise sales, every deal is different. Pricing depends on:
✔️ Custom features
✔️ Discount structures
✔️ Implementation & training costs
A one-size-fits-all answer doesn’t work in B2B sales.
✅ 3. The Real Question Isn’t “How Much?”—It’s “What’s the Value?”
Price only feels expensive when value isn’t clear. The best sales reps don’t just talk about cost—they frame the conversation around return on investment (ROI), efficiency, and business impact.
✅ 4. Budgets Matter, But So Does Fit
If a buyer is only focused on price, they may be looking at the wrong solution. A sales rep’s job isn’t to be the cheapest—it’s to be the best fit.
How to Handle Pricing Objections in Enterprise Sales
🚀 Instead of reacting when a prospect asks about price, try these tactics:
✔️ Ask about their needs first – “Before I share pricing, can I ask about your priorities and spending?”
✔️ Explain the value – Focus on what they gain, not just what they pay.
✔️ Give a price range, not a fixed number – This keeps the door open for customisation.
At Red to Green, we help companies shift from price-based selling to value-driven enterprise sales strategies. If your sales team is stuck in transactional deals, it’s time to change the conversation.
