"Thank you. We’ll get back to you."
It’s the standard end to the pitch-and-pray sales meeting whereby you present and the client listens. They thank you. You cross your fingers.
This model turns pricing into a guessing game and often a race to the bottom where you’re as likely to speculate about what your competitors will come in at as what your client values.
This is where navigating the sale meets pricing. Let’s explore how to put away the deck and replace it with something far more meaningful.