Chris Lytle on Money

If your marketing works, you will ultimately find yourself in front of prospects — people interested in buying something from you, or hiring your firm. And they’ll ask you how much your solution is going to cost.

Most sales courses recommend ducking the question until the customer is pretty far along in the process — you don’t want to scare him off early.

Chris Lytle, author of The Accidental Salesperson, takes another approach — he recommends addressing the question early:

In fact, if the customer doesn’t bring up the money question in the first meeting, I do.

Find out why, and how to approach the topic, here.


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2 thoughts on “Chris Lytle on Money

  1. Good article!

    As long as they understand what the potential positives can be from a marketing plan, I see no problem in telling the the price up front if we have it avail. It conveys honesty and integrity, as so many business people are jerked around by “marketing” offers, that all too often fail to deliver.

    My philosophy is to always be honest with them. If something is not going to work on their budget – I tell them. If it means I walk away, at least I know that I did all I could, and dont feel guilty or that I took money for the sake of taking money for something that wouldnt work.


  2. Thanks for the comment, Tony. There’s a natural reluctance to discuss price before we’ve established value, but if the dollars are going to scare off the prospect, you might as well scare him off quickly and move on to someone who can afford you.