Stop "Sending"!

One thing I've heard a lot of reps say to prospects (and certainly said myself) are the words “I'll send..”. I'll send pricing…I'll send the scoping. 

We should stop saying “I’ll send..."

When a prospect asks for pricing, terms, a proposal, an estimate, or scope - that is not an email exercise. That is a conversation.

At that point in the sales cycle, the customer is usually only waiting on one more thing from you before making a decision. That one thing is pricing. If you simply “send” the pricing, you’ve just surrendered your biggest remaining point of leverage.

And what happens next when you “send” your pricing…?

Your email gets forwarded around internally.

It becomes one of 300 unread messages.

Context disappears.

Urgency disappears.

Momentum disappears.

And then… you get ghosted

.

Pricing should never arrive without discussion.

Instead, enthusiastically agree to gather pricing and then…

⚡ Schedule a live review call

⚡ Know exactly who will attend

⚡ Confirm whether decision-makers will be present

⚡ Understand what needs to happen for a decision to be made

Do not “send” proposals.

Do not “send” pricing.

Do not “send” estimates.

Discuss them.

Top salespeople know this: the way pricing is delivered often matters just as much as the pricing itself.