The prospect loves the product and is convinced of its benefits. They’re excited to work with your team on implementation. Everything’s going along just as it should, until … you give them a quote.
“It costs what?”
“That’s too expensive.”
Sigh. Dealing with sticker shock is one of the most challenging aspects of a salesperson’s job, but it’s also one of the most common. Convincing buyers to part with money is no easy feat…