Stop Hiding Your Price (It's Killing Your Sales)

Price Transparency on Social Media — Are We Allowed to Say That?

We're in a trust recession, and the old playbook of hiding your prices isn't cutting it anymore. In this episode, Beck and Shannon break down why being upfront about your pricing is one of the most powerful trust-building moves you can make on social media right now — and why confidence in your price is everything.

They also dive deep into price objections and what's really going on when someone says "I can't afford it." Spoiler: it's never actually about the money. It's about whether they believe they'll get the result. Shannon and Beck share practical ways to handle those conversations — including how to ask the right questions, lean into the objection, and help your prospect sell themselves.

Key Takeaways:

• Sharing your price openly builds trust faster than any sales pitch
• Confidence in your price signals confidence in your value
• "I can't afford it" really means "I don't see the value yet"
• People move faster out of fear than out of pain — speak to the what-ifs
• Ask questions instead of dumping facts; find out what's actually holding them back
• Price transparency weeds out tire kickers so you stop wasting time
• Start with lower-priced products when testing transparency — work your way up
• Even if you're scared, do it anyway — it's a skill that grows with practice

Transcript

SPEAKER_00 0:00

Welcome to Are We Allowed to Say That Show.

SPEAKER_01 0:03

We are your host, Shannon Boyle and Beck Sadek.

SPEAKER_00 0:05

Get ready for the real talk and the hard-hitting network marketing truth that most don't have the guts to say. What's up, what's up? Welcome back to the Are We Allowed to Say That Show. My name is Beck Sadek and I'm here with my girl Shannon. What's up, Shannon? Hi, everybody. Good to be here. Hi, Beck. How are you? I'm so good and I'm so excited to talk about price objections today. What a good topic.

SPEAKER_01 0:33

Yeah. Oh gosh, such an important topic. And you guys were going to do you one better because everybody knows about price objections. What you may not know yet is what we're going to talk about today is price transparency, which I think is so sexy. Let me ask you back. Do you like when people are transparent with their pricing?

SPEAKER_00 0:58

I do.

SPEAKER_01 0:58

Yes, you do, right? Yes, do you? A thousand percent. I'm like, don't gatekeep. I'm a grown-up. I can handle a price. Let me sit with it and figure out if it is right for me.

SPEAKER_00 1:12

A hundred percent, yes. And one of the other things that I absolutely hate, hate, hate. And this happened to me recently when I was looking at a price of something. I saw somebody post on social media actually. So this is a perfect example. I saw somebody post on social media like they had the best pricing for something. I was like, oh, cool. So I went and looked at their website. Turns out you needed like a six-month subscription to unlock that best pricing. So it wasn't transparent. Right. If I just wanted to start with one month, it was like double the price of what they were advertising.

SPEAKER_01 1:46

And I was like, it was a hook to get you in. That's not what we're talking about here today, you guys. Like it was misleading. It's not a bait and switch price transparency. It's full-blown price transparency, which makes sense coming off of some of our other episodes where we speak about the um the trust recession and how to build trust. I don't think this was always the case. I don't think that in marketing, price transparency was always the best move, but I think it's the best move right now.

SPEAKER_00 2:19

I couldn't agree with you more. And I think you're spot on to say it goes back to the trust recession we're in. It's like people don't want to jump through hoops right now and be misled and go through all the bullshit in order to just find out what they're spending. They just want to know.

SPEAKER_01 2:35

Yeah, and there's so much selling online that it really, I think if I think if you do this well, I think you will um create trust so much faster because they're like, oh, thank God. She is so confident in what she's sharing. She's even willing to give me the price. She's not nervous that she's got to sell me to make a sale. She's given me all the information and trusts that I can make a good decision for myself.

SPEAKER_00 3:05

Agree. And also the confidence of that person sharing the price actually makes me think that they think it's value. Ooh, yes. Right? So it's like if you're like very confidently are like this is, you know,$56, I'm like, wow, this must be really good value because look how confident she is saying the price.

SPEAKER_01 3:23

Yeah, let's talk about. Let's talk about. We have a couple things to talk about. Do you want to jump right to the confidence part?

SPEAKER_00 3:29

Because I feel I knew you were gonna want to do that. That's your fave. Anything that's all about the woo, the energy, my girl Shannon's gonna be like lean you up.

SPEAKER_01 3:42

Well, because I think 90% of this business comes down to confidence and energy. Like strategy is fast and quick, right? We can tell you like lean into price objections, post your price. But if you are struggling with the 90% of the confidence, you're you're you're fucked.

SPEAKER_00 4:03

Yeah. All right, we don't have to start there if you'd rather start somewhere else. No, no, I just I just look up to the I'm a team player. It wasn't a it wasn't a problem for me. I just love how you are. So let's do it. Yeah. All right, so confident energy around your price, right? So I think this is actually a really good segue from price transparency, because I think like you we just talked about, in order to be transparent about the price, you also have to feel confident in the value of it, right? Right. So if you hide your price, if you mislead on your price, if you whisper your price, if you warn them about your price, if you say, I know it's a lot, but right, you just basically lost all your credibility, credibility, right? All your leverage because now they know you're not confident in the price of it. So they think something must be wrong. Like they think maybe it's overpriced, they think maybe you're not getting the result from it that you're saying you get. It literally kills everything when you lose your confidence around it.

SPEAKER_01 5:05

I think hiding the price to um makes people right now feel sold to. And people are over being sold to. So I feel like we're gonna bob and weave between these topics. So the fact that we're talking about confidence is gonna bring us up to um how to actually handle a price objection, how to actually talk about money. People, people, we need to talk about money. We're in sales and how to talk about it confidently. So, price objections, we all know or should know that they're rarely about the price. So if you are lacking confidence in how to speak about the price, let's start with how to actually speak about it. Right? So, so if somebody says, I can't afford it back, what are they really saying?

SPEAKER_00 6:05

They're saying they don't see the value in it, right? They don't see that it's worth the amount that you're saying it is because we all know people can pretty much afford whatever it is that they decide they want to pay for. Don't you think?

SPEAKER_01 6:17

Totally. A thousand percent. They will move heaven and earth for the things that they value, they will make it happen. Uh they will make it happen. Even if it takes them a minute um to make it happen, they'll make it happen if they see the value in it.

SPEAKER_00 6:36

So if they don't see the value in it, they're gonna the excuse is gonna be it's too expensive, right? But that's not actually what they're saying.

SPEAKER_01 6:44

Yeah, what they're saying is I don't know if I will uh get the results. I'm not confident that I will get the results. But if they were confident, oh, a thousand percent this is for me, I know it's going to work, they would be slinging every credit card at you.

SPEAKER_00 7:03

100%. They'd be like, I would pay. How many times have you said this this thing I bought is so amazing, I would have paid triple for it?

SPEAKER_01 7:11

Yeah.

SPEAKER_00 7:12

I say that type of thing all the time, right? Like when I really love something, I'm like, the value on this is insane because it's changed my life so much that I would have paid triple for it.

SPEAKER_01 7:22

And then don't you scream it from the rooftops? Yeah, and isn't that like our best dream come true is when people unlock the gates to their people? Exactly.

SPEAKER_00 7:33

It's like people's people that's the game, Shannon. Referrals, the referral business, other people's people, people, other people's people, yeah.

SPEAKER_01 7:44

Get access to other people's people. Um, so some things that um people can do to build the value because that's what we are. We can only do what we are responsible for doing as marketers, right? Right. At the end of the day, we cannot convince people or force them to buy, but what is our role as a marketer? How do we show up so we do a better job at this and make it easy for them to actually sell themselves?

SPEAKER_00 8:17

Yeah. So what's the value in it for somebody else, right? It's some sort of a pain was avoided, time was saved, result was gained, right? So what it lies in your story, which is what we go this goes back to what we talk about all the time, right? Like if you have a story around the product and it has legitimately changed your life or the business, right? It's legitimately changed your life, then you're gonna confidently share, but you have to share from a place of something that the person something you got out of it, and the person you're trying to sell to is gonna get out of it. It can't just be like um ingredients. Right. Right? Like you're gonna get this probiotic and you're gonna get this vitamin and you're gonna get this and you're gonna get that. Like people don't buy for features, they like features, and features might help them like you know, decide like, oh yeah, 100% I'm gonna do this. But the thing that's gonna really hook them in and be like, this is worth whatever, whatever it is I'm gonna spend is the problem that it's gonna solve. And that's gonna be really told best through your story, don't you think?

SPEAKER_01 9:28

Yeah. So the the pain, people will move to get out of pain more than they will move to get to comfort, right? So our our here we go. I haven't mentioned this in a really long time. You ready for it? The amygdala.

SPEAKER_00 9:48

Oh, here we go. You guys, it's a good day when Shannon is bringing up the amygdala. I feel like my my Friday is is made.

SPEAKER_01 9:58

The amygdala is the survival part of your brain. And so the amygdala is wired to keep you safe, to remove you from pain as fast as possible. That's why when you market to the pain points, and usually you started your journey because you were in some sort of pain. So if you can talk about that, like here I was pain, pain, pain, pain. But I'm gonna take you a step further because what science and research shows is that what people will move faster around is what they fear, even more than the pain. Like they're used to the pain, they've been living in the pain, they know the pain is familiar. What they will pay to get out of is the fear of the unknown of like, well, what's gonna happen if you don't solve that problem? Like, how bad can it get? Or like what will happen in your life if you don't?

SPEAKER_00 10:50

Can we give an example? Like, let's give an example around money or weight, because I feel like those are always the two easiest give an example around, right?

SPEAKER_01 11:01

So you want to give it okay, money. I love the money one, right? Because every a lot of people are in pain around money, right? Like they've been hurting for more for a very long time, right? Like they sit in debt, they have not enough to pay their bills at the end of the month, they're stressed out. And then if you could take it to the fear, like what happens if you're never going to fix this? Are your relationships gonna like erupt? Are you are your children going to be worse off? Like, what kind of habits are you teaching them? Like, what's that gonna help?

SPEAKER_00 11:36

What's gonna happen in in their lives if you don't are you ever gonna be able to retire? Are you gonna have to work forever?

SPEAKER_01 11:42

Yeah, it's the what ifs. It's like the the well, if we don't solve this problem, you know there's a problem and you know it's painful. It's taking them to like, so and if you take it to your story, let's just say I was like, okay, I've been living in debt. I would go up. Uh, I've heard people say, like, um, I was nervous um checking out at the groceries that it the card would expire, right? And then you say, Well, where are you gonna be in five years if this keeps going on? If you don't come up with a solution to solve the problem, like is your health gonna deteriorate, like the stress that's causing you, right? So it's future projecting those fears. I love it. You know, what are you lying awake for? You already know you can't pay your bill. What are you worried about by not paying your bill? Are they gonna come collect your truck? Are they gonna whatever, whatever?

SPEAKER_00 12:37

I love it. So you're you're not selling the dollar amount, right? You're selling the outcome.

SPEAKER_01 12:44

Yes. People will pay and invest for the outcome. So if you get a price objection, another thing that we highly encourage is leaning into the price objection and seeing, well, what is it, what is this really about? And a quick way you could do that and say, okay, if you had, let's say your product was$150, if you had$150 sitting on your desk right now, would this be the right solution for you? And they'd be like, Yeah. Okay, so what is keeping you actually from investing that$150?

SPEAKER_00 13:21

I love it. So being willing to also get like dig in and ask questions. Yeah. I think that like this is goes back to confidence too. Yes. Is a lot of people, um, and like I think I've been guilty of this too. When I say a lot of people, I'm talking about all of us that are maturing as salespeople, I think go through this, right? Yes. But um, if I'm not confident in myself or the product I'm selling or my or just myself as a salesperson, I'm gonna avoid the conversation instead of digging in. When you're confident and you're willing to ask the questions and dig in, that's when you really understand what the person's objection actually is. So, like you said, it's never that it's too expensive, right? It's always that they don't think it's gonna really work. Um, you know, they don't, they don't understand it. Maybe they're scared of trying it, right? Like there's something underneath there. And if you aren't willing to really dig in and ask the questions, you're never gonna figure out what that is. So it's the sale probably is not gonna happen.

SPEAKER_01 14:22

Yeah. So being confident in your product, which most of you guys probably are, I would think that probably the lack of confidence comes in um having giving space for an emotional conversation. Like people feel like they're digging and prying by asking questions. You know, so one of the things I like to do is use like a transition phrase to help. So something like, um, would it be okay if I asked a couple questions around this? And then they give you permission to dig a little bit deeper if you feel uncomfortable. And it's a practice, you guys. It's a skill up, it's a muscle. And I love that we do um online social media because you can have your list of questions there to help ground you, be like, okay, I'm gonna go in, I'm gonna be brave because you're the adult in this situation, right? If you don't ask these big questions, um you're preventing them from making a change. If you get scared and avoid it, you are allowing them to stay stuck.

SPEAKER_00 15:28

100%.

SPEAKER_01 15:29

Yeah.

SPEAKER_00 15:30

So be like be of service, right?

SPEAKER_01 15:32

Yeah. And it might be uncomfortable while you're skilling up in that, and that's okay.

SPEAKER_00 15:38

Yeah, but but I'm telling you that ask asking those good questions and being willing to have those conversations is going to uncover so much for you in terms of your your confidence in selling. Because it is truly amazing. Like when you actually really dig in and get into a conversation with somebody and you learn about what they're going through and what their actual fears are, it's usually very different than what you thought.

SPEAKER_01 16:04

Yeah.

SPEAKER_00 16:04

Right. So sometimes you like you think you know why somebody is saying no, because you have your own fears. Yes. But when you really dig in and you ask the questions and you really learn what the person's objections act actually are, it's very enlightening and it makes you better at what you do for the next conversation you have.

SPEAKER_01 16:23

Yeah. So the cliff notes on this part, you guys, is when you get a price objection, it's really um, it's a knee-jerk reaction. Well, because your amygdala doesn't feel safe. All of a sudden, like, oh my God, they don't want what I have and I got to go defend it. And then I call it the vomitorium. You start like slinging them all the facts and situations, why it's worth it. But if you could pause that and be like, hold on, let me not go throw up all over them. Let me actually ask a question and let them throw up a little bit. Like, what are they thinking? What's keeping them stuck?

SPEAKER_00 16:57

Right. Then you can actually answer the objection correctly, right? Instead of answering it based on what you think, right, is holding them back. You answer it based on what actually is holding them back. So, like being able to say to somebody, okay, so let me get this straight, right? Like let me let me make sure I understood you correctly, let me make sure I heard you correctly. Like this is what you're excited about, but this is what you're scared of. Then you can actually answer the objection correctly and you're gonna have them literally eating out of your hands to buy.

SPEAKER_01 17:27

I love it. Well, they're gonna feel heard and seen, which is going to allow them to feel trusted, uh, trustworthy. They are going to trust the process, right? And and if people trust, they're more likely to invest.

SPEAKER_00 17:43

Exactly. So let's go back to um why transparency, right? Why transparency of price is the new authority. Because I really want to drill this in and and bring this home for everybody because I think this is the newer thing that we're sharing here, right? Like everything else we're sharing about price objections, that training could have been done in 1965, not in a bad way. It means in a It's been around for a long time. It's been around for a long time. But I think the big thing, the big shift that we're seeing in uh selling right now on social media is that transparency in price and an increasing authority for people. Um, so let's chat about that for a second, right? Like when you see somebody, let's say in your in their stories talking about something they're using and they love, and they say, and the best part is it's under$100, right? And the best part is it's only$57. Yeah. Like, how does that make you feel and interact with them?

SPEAKER_01 18:47

I actually like it. I might not actually interact right then and there, but what I appreciate is that they give me all the information. So I have a minute to sit with it and digest it and get grounded around uh the value, right? And then and then I think I'm more likely to that's like my um that's like my compass, right? Maybe I'll go research a little bit more. Like, is that a great price? Like what else? Like, let them go do that work. Um, but I I truly believe when I see a price, I'm like, okay, that's what it's going to cost me. And then I have to do the value based on that.

SPEAKER_00 19:28

I think the big thing for me is it immediately makes the truck me trust the person who's selling it more. So right now, we've talked about this so much, right? But I think it's like so relevant to just keep drilling it in. Um, there is this trust recession right now, and honestly, it's kind of warranted. Like, if I'm being honest with you guys, I think it's deserved. I think that affiliate marketing, network marketing, influencer marketing, it got a little bit fucking sloppy, if I'm being honest. Like it got a little sloppy, and I I see it's sloppy. Like when I scroll through, sloppy. I'm literally like, I don't believe you, I don't believe you, I don't believe you, you're a liar. You told that same story with that last product. Like, are you even using that? Like, that's the things that go through my mind. And I know I'm a skeptical bitch, but I think in general, most people are kind of there in their head when they're scrolling social media right now. So when I see somebody be like, here's what it costs, and I can't believe, like, I I honestly can't believe the value in this. Uh here's the link. I'm like, click on the link, adds a cart if it's if it speaks to me, right? Because I'm like, that person's telling the truth. They're not scared of being transparent and just putting it out there.

SPEAKER_01 20:48

Well, and the cool thing is too, when you're transparent about the price, um or no, when you when you when you hide the price versus being transparent, you attract tire kickers, right? Oh my gosh, how many, how many times have you spent like gone around the merry-go-round with a tire kicker? Where if you just like put it out there, they you're they're either gonna lean in because they're like, I can handle that amount of money, or they're gonna disappear. Let your let your marketing help weed out those people that are gonna waste your time.

SPEAKER_00 21:24

Yeah, get rid of them because actually there's nothing that annoys me more than me spending a whole bunch of time with somebody and then them saying, I can't afford that. Oh it's like but by the way, one of my favorite responses to I can't afford that is also, okay, what's your budget for a solution?

SPEAKER_01 21:41

Yeah.

SPEAKER_00 21:42

And sometimes they're like, it's three dollars. And I'm like, I'm so glad that I asked that question because goodbye.

SPEAKER_01 21:49

Yeah.

SPEAKER_00 21:49

Right. Like you're not, you're not in a mindset where you're willing to spend money on the solution.

SPEAKER_01 21:54

Yeah. That's just that same when you can be like, okay, this is this is probably not not right for you right now. So that's cool. You get to send people away.

SPEAKER_00 22:04

Exactly.

SPEAKER_01 22:05

And when they're ready, they can come back.

SPEAKER_00 22:08

100%. So I think that's the big takeaway, hopefully, for you guys from this episode is play around with price transparency. Now I'm not saying like go take your like most expensive product and most expensive bundle that actually has a lot of like explaining to do and be like, this is$7,000. Right. Like that might not be the way to go, but I think that, you know, talking about how something has changed your life and then saying like here's what it costs is really sexy and really trust building.

SPEAKER_01 22:42

Yeah. I think that you by doing this, you will be leading the path because not a lot of people are doing it yet. And I think that the audience will really respect it. 100%.

SPEAKER_00 22:56

Cool. All right, guys. So go out there, do it, play around with this, right? And I think like the other really big takeaway that I hope that you get from this is don't be scared. Don't be scared to have these conversations. Don't be scared to share the price. Don't be scared to ask questions. Don't be scared to ask somebody what it's worth to them. You know what I mean? Like be willing to have these conversations.

SPEAKER_01 23:22

And even if you are scared, do it anyways, because the only way to get better is to do it.

SPEAKER_00 23:28

Boom. Mic drop. Let's go talk money. All right, cool. All right, guys. As usual, if you love this conversation, give us a five-star written review. I think I shocked the system a little bit. I might have thrown out more F bombs and bitches than usual today.

SPEAKER_01 23:48

I don't think so. Well, now you did.

SPEAKER_00 23:50

Just one more for one more for good measure before we wrap up.

SPEAKER_01 23:53

But I only heard one, but I don't know. Maybe I just don't even hear it.

SPEAKER_00 23:57

Maybe you don't hear it. Maybe you don't hear it. All right, guys. Well, don't worry. I'll I'll check the explicit button. I got you.

SPEAKER_01 24:05

Well, listen, tag us in your post too. We want to see if you're talking money.

SPEAKER_00 24:08

Yes, let us know. All right, guys. We'll see you next week. Peace out.