Sep 5, 2024

Do not say "list pricing". Or "typical price" or "standard price" or anything along those lines. Instead, when introducing pricing, say "approved price". According to Gong.io, saying one of the no-no's above will result in your sales cycle taking 19% longer than average. "Approved price" suggests the price is set and it's been established by a higher authority, which results in an understanding that pricing will not easily change and ultimately a reluctance to negotiate. Change that one word and you’ll see benefits immediately.