Worst Time To Talk About Money

The worst time to talk about money is after you have delivered the proposal or quote. If the price was too high then you will find yourself backpedaling as you deal with sticker shock. Negotiations will ensue (Hopefully they will … the prospect could just say thanks and disappear!) concessions will be made, margins will slip, time will be lost, credibility will be harmed or else the prospect will just go somewhere else. If the price is too low … you may never know about it. However, you will have left money on the table. If you gave the goldilocks price (just right) … consider yourself lucky. The best policy is to discuss money before you ever sit down to write the quote or proposal. None of the problems above will happen and you will be goldilocks every time. Here is a one-minute video that expands on the point.