Pricing is the top most priority on consumers mind and they make a purchasing decision once they feel satisfied about the product price.

HubSpot columnist Deb Calvert has shared five strategies to help marketers respond to the pricing questions in a persuasive manner.

Calvert says, “Buyers are becoming increasingly impatient and intolerant when it comes to price deflection tactics.

We worked with Santa Clara University to conduct a Qualtrics Panel Study with 530 verified B2B buyers. These buyers rated 30 selling behaviors as “highly favorable.” The number one most important?

“The seller fully answers my questions and provides information that is relevant, timely and useful.”

Buyers do not like seller stall tactics. They want an answer — an actual dollar figure — when they ask about price.

When price questions are not immediately answered, buyers get suspicious. They assume they will (eventually) be quoted an inflated price.

This suspicion makes them guarded. The more you withhold, the more they withhold”.

5 Highly Effective Ways to Respond to Pricing Questions

HubSpot

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