Price Comes Up Before Value Is Clear
Respond to an early pricing question without losing the value frame.
Northstar Logistics is interested, but the buyer has not yet agreed on the cost of the current workflow delay or the likely implementation scope. What do you say next? Send the full pricing sheet immediately and hope the buyer self-qualifies before you discuss impact. Weak. This treats price as the primary buying frame and gives the buyer nothing to compare it against except budget discomfort. It violates value sequencing because cost arrives before the pain and payoff are defined. Refuse to discuss pricing until the buyer finishes a full discovery process because serious buyers should respect your methodology. Weaker. You…
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