Eric DeeranOne mission — help agency owners build businesses they actually love running.

Never drop the price before getting the client's BUY IN that this is the right thing and now is the

11 Apr 2025 · 0 min

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0:28

Short sales-coaching clip by Eric Deeran advising that you should not reveal or reduce price while a prospect still has doubts. First identify and alleviate the prospect’s specific uncertainty (ask probing questions like “What are you uncertain about?”), resolve that concern, reconfirm their readiness, then present the price. Dropping the price before full buy-in makes closing harder.

If he's still having hesitancy about the process, telling him the price will only make it worse. Right. It's like, hey, how do you feel about it? I feel pretty good. It's like, that doesn't sound like you feel pretty good. What do you feel like maybe you're uncertain about? Oh, I don't know if this video is really going to help us. I have to alleviate that uncertainty first, and then I go back into, okay, how do you feel? I feel good. Here's the price. Right? You just don't want to drop that price until they feel like they're 100% ready to go. Otherwise, you're just fighting an uphill battle at that point.