Pricing conversations can be very emotional. Talking about money and prices can cause us to become anxious, nervous leading us to try and avoid these difficult conversations, so what can we do to handle them better?
We don't like talking about money, we don't like to discuss how good we are, we don't like conflict or disagreements -this can make our value and price conversations and negotiations difficult to navigate.
We want a smooth journey from customer conversations to pricing proposals to winning the deal, not challenges.
For this reason we find these types of conversations emotional - what if I lose the deal, what if the customer doesn't like the price, what if I miss my targets.
And this can lead to margin destructive behaviour, we try to avoid the discussion which often leads to a lack of value communication and discounting - which of courses reduces prices, margins and profit.
So what can we do to avoid this and manage our emotions better?