Captain’s log, stardate 20220202
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?
The answer is:
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.
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.