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Frameworks, core principles and top case studies for SaaS pricing, learnt and refined over 28+ years of SaaS-monetization experience.
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According to our saas pricing book, Price to Scale, being proactive in preparing your sales team is essential when facing objections about price increases. Here are the key steps outlined in the book:
• Use a Rate Card: Ensure every salesperson has access to the rate card and fully understands how to use it. This provides a consistent reference point during customer discussions.
• Conduct Test Pitches: Encourage the team to practice and simulate customer scenarios, including potential objections. These test pitches allow them to think through how prospects might react and refine their responses.
• Facilitate Ongoing Feedback: Hold regular pricing follow-up sessions where the team can share challenges, ask questions, and adjust their approach based on real interactions and feedback.
These practices help equip your sales team not only with the information they need but also with the confidence to address price objections effectively. By doing so, you ensure that every team member is prepared to handle the conversation strategically, keeping both the customer’s concerns and the company’s revenue targets in focus.
In summary, prepare your sales force by providing clear pricing tools, simulated practice opportunities, and continuous feedback to handle objections about price increases with confidence and consistency.