Avoid Sticker Shock

When the prospect gets Sticker shock, the sales process stops dead in its tracks and the prospect usually heads off in another direction. They want to check to see if it’s a good price, or see what other vendors have. The best outcome when sticker shock occurs is that it just delays the sale. The worst case is that you lose the sale (and possibly a client) to a competitor and your credibility takes a hit. Once Sticker shock occurs it is difficult to recover the momentum you had built up during this pursuit. This is easily avoided if you discuss money in advance of providing a price. It is even better if you can discuss it very early in the sales process. But that is a whole other subject.  Learn the worst time to talk money with a prospect.