Talking about Price with Keno Helmi

In this short segment of the Revenue Builders Podcast, Veteran
Sales Leader Keno Helmi talks with Revenue Builders about price.
When do you give your pricing? How do you make sure your buyer
sees the value before you present pricing? These few minutes are
worth your time.


KEY TAKEAWAYS


[00:01:28] Establish Value Early: Prevent customers from
arbitrarily assigning low value by anchoring them to the true
worth of your solution.
[00:02:32] Discovery is Critical: A robust discovery process
aligns your software to customer pain points and value
creation.[00:02:59] Avoid Premature Pricing: Deflect pricing
conversations until you've gathered sufficient requirements and
context.
[00:05:25] Build Trust with Transparency: Acknowledge customer
concerns about pricing while explaining the complexities
involved.
[00:07:02] Broad Pricing Ranges: Use ranges and commercial terms
to delay definitive pricing until later stages of the deal.


HIGHLIGHT QUOTES


[00:01:28] "We’re peddling insulin here, not apples. That’s why
we establish value right out of the gate."
[00:02:03] "Negotiate how your software’s value will be
evaluated—this determines whether you’re seen as an apple or
insulin."
[00:02:32] "A great discovery process sets the foundation for
preserving margins later in the deal."
[00:05:25] "Trust can wobble if sellers shy away from addressing
pricing concerns with authenticity."
[00:07:02] "Broad ranges tied to ROI are your Plan B when
pressured for pricing early."


Listen to Keno’s Full Episode Here:
https://revenue-builders.simplecast.com/episodes/mastering-negotiation-in-b2b-sales-with-keno-helmi/


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