In sales, the timing of pricing discussions is crucial for closing deals.

Early-stage pricing discussions help qualify leads and build trust, but high prices can scare off potential clients.

Mid-stage discussions establish product/service value before addressing price, but may lead to delayed rejection and budget adjustments.

In the later stages, pricing becomes part of the negotiation phase, demonstrating confidence in the value-based solution, but revealing the price too late can cause sticker shock and pressure on the prospect.

Assessing prospects' needs and the stage of engagement is key to introducing pricing at the right time for maximum effect in the sales process.

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