A short sales-training monologue advising sellers to avoid price/cost-focused language and instead frame offers in terms of funding needed and results. The speaker recommends using the term 'funding you need' (example amount $9,650) and discourages words like 'cost', 'price', or 'fee'.
$9,650
If it's any type of B2B sale where you're speaking to a company, or if you're in B2C sales and it helps them make more money or get a return, you're going to say the funding you need. So the funding you'll need is $9,650. So we're able to help you do XYZ. Any questions on that? The funding you need. Funding sounds like what an investment? Funding sounds like something good. Like businesses get funding to grow. Okay? You always want to take them out of price or cost based thinking to results based thinking. So once again, don't say cost, price or fe. Those are negative words.
