<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

Different people at different levels within a company can have different ideas about the money they spend and your pricing. What follows here is a generalization, but it’s useful for making an important point. The people at higher levels within a company are generally interested in investing in the outcomes they need, while people in lower levels tend to think in terms of cost savings. 

When you reach out to a higher level stakeholder and begin the conversation by telling them how much they can save them, you may find a disinterested party on the other side. Often, the money you might save them isn’t worth the time or trouble to change. You are also an unknown, so that brings risk into the equation. Saving a few dollars isn’t likely to help them reach their goals, and taking money out of their solution doesn’t normally result in better outcomes. 

The people you are selling to are looking for the ideas that will help them propel their business forward, so the things they are interested in tend to be things that produce transformational results, provide a competitive advantage, and are strategic plays. 

At less senior levels, people tend to care about cost savings, often confusing this outcome with a lower price—even when a lower price will increase their overall costs. In part, this is due the the level of responsibility. If they are not responsible for strategy, the investments you might recommend may be well beyond anything they could agree to, even if they loved your ideas. This is why the conversations you have around price tend to be difficult here; they’re not investments, their costs. 

It matters a great deal that you engage the stakeholders who will find your ideas and solutions to be a compelling investment and who will be less concerned about trying to reduce the investment they are making, preferring instead to generate the better outcomes that tend to follow a greater investment. 

Sales 2018
Post by Anthony Iannarino on March 28, 2018

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?


Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!