While prospecting with a new sales rep, we made a call on a qualified account that uses products we sell. The prospect wouldn’t enter into a relationship building conversation; he went right to the juggler, “What’s your best price?” My response, “What are you paying now?”
Since he wasn’t willing to share his price, we weren’t willing to share ours. The prospect was shocked; no one had ever told him that. I told him that if he wouldn’t trust us enough to commit to buy, if our price was better than the current supplier, I didn’t trust him enough to give him pricing.
In sales, it’s important to know for sure what really comes first. To be assured that you know, let’s consider a proper sequence of a sales cycle.
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