“Information is a negotiator’s greatest weapon.”
Victor Kiam.
The first time I heard that quote it inspired me. Later, I started to resent it, as it’s easier said than done.
Clients are not fools, they know you will get the upper hand if they tell you what they think of your proposal.
On the other hand, they are also not used to anybody being able to track their behavior. So while it’s not plain to see if they like it or not, the number of questions they ask is meaningful.
Specifically, it’s useful to take note of the sequence and number of “price objection” questions vs the “value discussion” ones.
– Pricing objection questions are going to be about price, payment terms ROI, their costs, or direct results
– Value discussion questions are going to be about the sequence of work, integration, and other value drivers
I’m not saying that one is better than the other because in order to sell, you need to cover both. But their sequence matters.
If they start with pricing objections, that’s a sign that they haven’t fully understood the value yet. Don’t avoid answering them, but channel the conversation back to value if you can.
Value discussion questions are a good sign. However, if the conversation seems stuck on them you need to move it to matters of pricing within the first 30-45 minutes of the conversation.
A good 1:3 balance of these should be treated like a green light.