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How to Handle Pricing Questions Without Losing Momentum: A Guide for Pasifika Business Leaders
As Pasifika business leaders, we often face unique challenges in the professional world—whether it’s navigating cultural expectations, building trust in business relationships, or managing the balance between tradition and modern practices.
by Joey Nanai I 10th February 2025
One universal challenge, however, is addressing the question every salesperson dreads:
“What’s your pricing?”
This question can feel like walking a tightrope. Say too little, and you risk losing the prospect’s trust. Say too much, and you might scare them off before they fully understand the value of your product or service. But what if this question could be your greatest opportunity to build rapport, create value, and secure a second meeting?
In this article, I’ll break down a simple yet effective framework for answering pricing questions that builds trust, strengthens relationships, and ultimately leads to better outcomes for both you and your customers.
Why Transparency Matters
For many Pasifika leaders, transparency is a core value—rooted in the principles of service and respect. When customers ask about pricing, they’re not just asking for numbers; they’re looking for clarity, honesty, and a sense of security.
Hiding or withholding pricing can feel manipulative to customers. It can also damage your reputation, especially in a market where word-of-mouth recommendations and trust are key drivers of success.
Being upfront about your pricing not only respects the customer’s time but also positions you as a leader who values honesty. But that doesn’t mean you have to lay everything on the table in one go. Instead, use this moment to create a collaborative dialogue.
The Proven Framework: Answering the Pricing Question
Here’s a script you can use when faced with the pricing question. It’s simple, adaptable, and respectful of both your needs and the customer’s:
The Script:
“Hey [Name]—Happy to walk you through our pricing! I’ll cover the high-level details now, but I’d also like to understand a few specifics about your needs. That way, I can prepare a tailored proposal and explore any potential discounts on our next call. How does that sound?”
Breaking It Down: Why This Works
This response is effective for three key reasons:
1. You’re Transparent: The customer gets the high-level pricing information they want upfront, which builds trust and shows you respect their time.
2. You Maintain Control: By suggesting a follow-up call to discuss specifics and potential discounts, you keep the conversation going and create a second touchpoint.
3. You Build Value: Instead of leading with discounts, you position them as part of a tailored solution. This ensures the customer understands the value of your offering before discussing cost reductions.
The Proven Framework: Answering the Pricing Question
Here’s a script you can use when faced with the pricing question. It’s simple, adaptable, and respectful of both your needs and the customer’s:
The Script:
“Hey [Name]—Happy to walk you through our pricing! I’ll cover the high-level details now, but I’d also like to understand a few specifics about your needs. That way, I can prepare a tailored proposal and explore any potential discounts on our next call. How does that sound?”
Breaking It Down: Why This Works
This response is effective for three key reasons:
1. You’re Transparent: The customer gets the high-level pricing information they want upfront, which builds trust and shows you respect their time.
2. You Maintain Control: By suggesting a follow-up call to discuss specifics and potential discounts, you keep the conversation going and create a second touchpoint.
3. You Build Value: Instead of leading with discounts, you position them as part of a tailored solution. This ensures the customer understands the value of your offering before discussing cost reductions.
The Importance of a Second Call
In sales, the follow-up call isn’t just a formality; it’s where the magic happens. This is your chance to dig deeper into the customer’s needs, answer their questions, and tailor your solution to their situation. For Pasifika leaders, this is also an opportunity to lean into our cultural strengths—relationship-building, active listening, and finding win-win outcomes.
Here are some practical tips for making the most of that second call:
• Ask Open-Ended Questions: Use this time to understand the customer’s pain points and goals. For example, “What challenges are you facing in [specific area]?” or “How would success look for you in six months?”
• Connect on Shared Values: If you share a cultural or personal connection, this is the time to strengthen it. For example, you might share a proverb or story that aligns with their values, such as the Samoan proverb “O le ala i le pule o le tautua” (The pathway to leadership is through service).
• Tailor Your Proposal: Use the insights you’ve gathered to craft a proposal that feels personalised and thoughtful.
The Role of Discounts in Closing Deals
Let’s talk about discounts. Many sales leaders treat discounts as a necessary evil, but they can be a powerful tool when used strategically. The key is to frame discounts as part of a value-driven solution, not as a giveaway or desperation tactic.
For Pasifika leaders, offering discounts can also be a reflection of our value of reciprocity—the idea that giving creates goodwill and strengthens relationships. But reciprocity doesn’t mean undervaluing yourself or your business. Here’s how to strike the right balance:
1. Set Conditions for Discounts: Tie discounts to specific actions or commitments, such as signing a longer-term contract or referring other clients.
2. Highlight the Original Value: When offering a discount, always communicate the full value of your product or service first. This ensures the customer understands what they’re getting, even at a reduced price.
3. Position Discounts as Collaborative: Frame the discount as part of your shared goal to create a successful partnership. For example: “Based on what you’ve shared, I can offer a [specific discount] to help you achieve your goals while staying within budget.”
Cultural Insights for Pasifika Leaders
One of the unique strengths of Pasifika business leaders is our ability to lead with heart. Whether it’s in sales, management, or community projects, we excel at building relationships and creating environments of trust and collaboration.
When handling pricing discussions, this cultural strength can set you apart. Here are some ways to integrate Pasifika values into your sales approach:
• Show Respect: Acknowledge the customer’s time and concerns. Even if their budget is smaller than you hoped, treat them with dignity and professionalism.
• Create Win-Win Outcomes: In many Pasifika cultures, the concept of va (relational space) emphasises balance and harmony in relationships. Use this mindset to frame your pricing discussions as a partnership, not a negotiation.
• Tell Stories: Pasifika leaders are natural storytellers. Use this skill to explain the value of your product or service in a way that resonates emotionally with the customer. For example, share a success story of another client who faced similar challenges and achieved great results with your help.
Common Pitfalls to Avoid
While this framework is effective, it’s important to avoid common mistakes that can undermine your efforts:
1. Overloading the Customer: Don’t overwhelm the customer with too much information in the first call. Keep it high-level and save the details for the follow-up.
2. Undervaluing Yourself: Avoid leading with discounts or offering them too early. Let the customer see the full value of your offering before discussing price adjustments.
3. Skipping the Follow-Up: If you don’t schedule a second call, you’re leaving money on the table. Always lock in the next meeting before ending the conversation.
Conclusion: Turning Pricing Questions Into Opportunities
Handling pricing questions is an art, not a science. For Pasifika business leaders, it’s also an opportunity to showcase our cultural strengths—transparency, respect, and relationship-building.
By using the script and strategies outlined in this article, you can turn a potentially tricky question into a win-win scenario. You’ll build trust, create value, and position yourself as a leader who’s not just selling a product but building meaningful partnerships.
In the words of the Samoan proverb, “E sui faiga ae tumau fa’avae”—Methods change, but principles remain. In your pricing discussions, stay true to your principles, and success will follow.