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tags: Week 8, H3, M12
---
# How to introduce pricing
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ℹ️ You're in Step 3 of a demo call: Closing
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Inevitably, at some point in the call you will have to talk about pricing.

You need to be prepared to comfortably introduce pricing without choking up. Talking about cost and budget is completely natural. Here are a couple of principles to follow when it comes to pricing.
 
## Don't give price too early
If a prospect asks for pricing before the end of the call, try not to immediately answer with a closed price. Rather, say that it really depends on your prospects needs and that you would first like to learn more about their challenges and which of your product features are most relevant. If they insist, however, we can absolutely recommend using examples from other customers.

This could go something like:

> "Our customer ABC having similar challenges you are describing has spent XX.XXX€ with us this year."

Another way is to provide ballpark figures:

> "Companies like yours typically spend something in the range of XX to YY € with us".

Make sure this doesn't sound absolute and make clear that pricing - if it is the case - will depend on the degree of impact your prospect is looking to have.
 
## Find out their budget first
Before you give them a price quote, always ask for their budget.

Ask them how much they were spending in similar solutions before and if they have a budget set aside for this solution. This will allow you to ensure you give something that's within that range (if possible) once you do provide a pricing quote.

If and when the time does comes to give a price quote, be straightforward, confident and transparent with the cost.

Let's hear it from Patrick 👇

{%youtube oBLw5XBkqLA %}

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