Pricing Fluency

The ability of sales reps to explain pricing during a customer conversation without consulting a spreadsheet — a discipline signal for the entire pricing motion. Pricing fluency is a less-known concept, focused on the economics of the deal. It's the ability to quickly and clearly explain the rationale behind your pricing model, show how it scales, and defend its integrity under questioning. Salespeople fluent in pricing have the confidence to tour prospects through how pricing works. They have the agility to come up with relevant examples and accurately answer "what if?" on the fly.