Captain’s log, stardate 20220202

Ballparks?

Fellow list member Kurt Banwart wrote in to ask (shared with permissions):

Do you mention your pricing on the initial sales call to give them a ballpark?

Great question!

The answer is:

Sometimes, BUT!

Sharing a price range in a sales interview is a total blackbelt move.

I wouldn’t recommend anyone do it until they’ve had years of experience with value pricing.

Here’s the thing…

If you’re still new to value pricing, try to deflect the “Can you give us a ballpark?” question so you have time to think it over in private.

If you don’t, it’s virtually guaranteed that you’ll blurt out a number that is way too low.

Yours,

—J

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