Eric Deeran argues salespeople should present pricing on a call, not in writing. Sending proposals kills emotional buy-in and invites price-shopping. Build the gap between their pain and what they want, then quote the price when they're invested.
Once you give them that price, all of your leverage in the conversation is gone, which is why you want to try to give them the price on a call. After you've built a gap of where they are to where they want to be, you've taken them down to the pain, you've taken them to the peak, and you've built a gap between where they are to where they want to be and how your solution is going to solve it. Then you present price because they're more emotionally bought in at that point versus just like sending a proposal. And then you're super commoditized on pricing, and then they look around for anybody else who's cheaper. Right. So, hey, it's a, it's a lesson learned. It's, it's. You could probably still save it if you just follow up enough.
