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How to Handle the Pricing Question Without Losing the Deal: A Sales Playbook

Master the art of pricing conversations with this sales playbook. Learn when to discuss price, how to build value early, and strategic techniques for handling discount requests. Based on proven methods from HubSpot's founding CRO Mark Roberge, this guide includes ready-to-use scripts, frameworks, and tools to help you close more deals at better prices.

 

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  • Value-First Framework

    Build ROI calculations that make your price feel like an investment, not a cost.

  • Discount Playbook

    Handle price objections and discount requests without sacrificing deal value or margin.

  • Ready-to-Use Scripts

    Get word-for-word language for deflecting early price questions and positioning your solution.

  • Manager Tools

    Coach your team with call review checklists and conversation evaluation frameworks.

  • Practical Calculators

    Calculate exact ROI ratios and determine the right price points for every deal.

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Turn Price Conversations Into Deal Closers

Most sales reps lose deals the moment they quote price too early. This playbook changes that misstep by teaching you to position price as the natural next step after establishing clear value. Whether you're handling objections, negotiating discounts, or coaching your team, these techniques help you maintain control while building trust. Get the frameworks, scripts, and tools you need to transform your toughest pricing conversations into your strongest closing opportunities.

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How to Handle the Pricing Question Without Losing the Deal