During discovery calls or demos when the prospect asks "What's it cost?", how do you handle this early in the discussion?
I've heard competing views:
1/ Answer: "Well, here's our transparent pricing page, ranging from $50 per user to $500 per user. As you can see there's a lot of variance between our packages and in order to get you the right package, let's dig in to where you're at right now."
2/ Sidestep: "It's important to understand your business goals and if we're even a fit before we look at pricing."
3/ Don't Answer: "We'll get to pricing at the end of the conversation."