They Said 'Just Tell Me the Price' — So Why Aren't You?

They don’t.

They literally JUST told us they don’t want to talk.

They want the number.

They just gave us the key to how to close them, and we tossed it aside.

For starters. If you’re getting the “price-first” question in the first minute of your calls, that’s usually a sign something upstream is off.

The offer either didn’t give enough context up front (so they HAVE to ask), or the marketing attracted “price shoppers,” or the offer positioning is SO vague and incomplete they can’t even guess the ballpark.

But even if it is broken, Why are we STILL punishing the prospect for the funnel’s vagueness by dragging them through 45 minutes of “value building?”

They clearly are only agreeing to continue so they can get all the information they wanted to have BEFORE talking to the sales guy.

REAL offers can handle front-loaded transparency (even if it’s just a range and what moves it up/down).

And REAL buyers care about price.

They just want to know if you’re even in their universe BEFORE they invest attention.

Give them the price (or at least a range).

Let them self-select.

If it’s too much, cool, you just saved everyone time and emotional energy.

Plus, manufacturing value on the call isn’t the rep’s job.

Confirming and clarifying value is.

And if establishing value IS the sales reps job, at least pay ’em more than 10%.

If we, instead of trying to force ALL buyers through a narrow funnel, paid better attention to how the buyer is telling us to sell them, friction would hit rock-bottom and a lot more offers would make a lot more sales.