Mastering the Money Talk

Wed, Jan 21st, 2026 | 12pm ET

Thu, Jan 22nd, 2026 | 2pm ET

In sales, the way we discuss price with our clients can have a huge impact on the outcome of a sale. Money conversations can quickly turn awkward for both buyers and sellers. It turns out, there’s a right way – and wrong way – to talk to buyers about price without the discomfort.

Having an effective pricing conversation isn’t about manipulating the buyer to purchase your product. It’s about approaching the conversation in a way that increases value, lowers resistance, and acknowledges the emotional impact of the pricing discussion.

Scientific research shows how salespeople can effectively have the pricing conversation without our subconscious biases about money getting in the way. And it can help you change your reps’ behavior.

Join us for our upcoming free webinar Mastering the Money Talk: 4 Strategies for Leading Pricing Conversations with Confidence. During the event we’ll discuss 4 concepts grounded in sales psychology that your reps can use time and time again.

During this program we’ll discuss:

• Why can money have such a negative impact on sales conversations and how to prevent disrupting the momentum
• How to frame proposals in a way that helps buyers arrive at a favorable decision
• Why salespeople easily buy into the belief that their product is a commodity
• Why talking about features and benefits can undermine your value proposition

BTS Total Access

Rob Krekstein

VP of Sales

Rob has extensive experience in Sales and Marketing with companies like SAP, Ventyx and most recently Kenandy. He has spoken at several conferences in his career regarding Sales Methodologies and Demand Generation tactics. His unique experience has armed him with a vast knowledge of the entire process, from lead inception to closed sale. He is a graduate of Ithaca College where he received a Bachelor’s Degree in Business Management.