# Don’t answer a price question with only the price. > A price answer can be correct and still end the conversation. - Source: https://systemsbureau.com/techniques/price-question/ - Reference: TECH-014 - Author: Rihanoor Protik - Updated: 2026-10-20 **Key takeaway:** Price first. Then one reason to care. Then one easy question. **Use it when:** Use this when a customer asks the price but hasn't told you enough to recommend anything yet. **Steps:** Give the price first → Add one reason to care → Ask one easy question ## Why “$48.” loses the sale Most people who ask the price aren't ready to decide yet. They're checking if it's worth a closer look. A bare number forces that decision too early, and the easiest decision is to leave and compare. The extra sentence gives them a reason to stay. The question gives you what you need to recommend the right thing, so your next reply can be even more useful. Sometimes the number really is all they need. If they've already told you what they want, skip the question and help them buy. For more on the opening reply, read the longer guide on [how to answer “What is the price?”](https://systemsbureau.com/blog/how-to-answer-what-is-the-price/). _Illustrative example, not a customer result._ > **Customer:** Hi! How much is the desk lamp? > > **Instead of:** $48. > > **Try:** It's $48 plus delivery. The arm adjusts, so you can put the light right over your work. Is it for reading or desk work? Instead of: They have nothing to reply to except yes or no. Try: They get an easy question about them, not about the price. ## How to write the reply 1. **Give the price first.** Say the number for the exact item, and what it includes. If it's a range, say what changes it. Never hold the price back until they answer you. That feels like a trap. - Say: "It's $48 plus delivery." (not "Inbox me for price") 2. **Add one reason to care.** Pick one true feature and say what it lets them do. Just one. Three features turns the reply into a pitch, and people stop reading. - Say: "The arm adjusts, so you can put the light right over your work." 3. **Ask one easy question.** Ask something whose answer changes what you'd recommend. “Reading or desk work?” tells you which lamp fits. “Are you interested?” tells you nothing. They just asked the price, so they are. - Say: "Is it for reading or desk work?" (not "Are you interested?") **Remember:** The question isn't there to keep the chat alive. It's there so your next reply can be more useful. ## Template: Price reply template > It's [price]. [feature], so you can [what it lets them do]. Is it for [use A or use B]? ## Same trick, different shops _Illustrative example, not a customer result._ ### Clothing: Linen shirt > **Customer:** price? > > **Business:** It's $35. The linen stays cool in hot weather and doesn't cling. What size do you usually wear in shirts? - Price, no conditions. - “Stays cool” answers the real worry with linen in summer. - Size is the next thing you need before they can buy. ### Skincare: Night cream > **Customer:** How much is the night cream > > **Business:** It's $22 for a 50 ml jar. It's unscented, so it's easy to add to a night routine. Is your skin more on the dry side or the oily side? - Price with the size, so they can compare. - Unscented is a real reason some people choose a cream. - Skin type tells you if it's the right cream at all. ### Online course: Excel course > **Customer:** what's the fee for the course? > > **Business:** It's $49 once, and you keep access. Every lesson uses a real sales sheet you can reuse at work. Are you starting from zero, or do you already use formulas? - Price and terms (one-time) in one line. - “Reuse at work” is the outcome they care about. - Their level tells you if this course fits. ### Phone repair: Screen repair > **Customer:** screen change price? > > **Business:** It's $60 to $90 depending on the phone. We do most screens the same day. Which phone model is it? - A real range, and what changes it. No “inbox for price”. - Same-day repair answers “how long without my phone?” - The model is what you need to give an exact price. ## When not to use it - **They're ready to buy.** If they say “I'll take it”, send the total and how to pay. Don't restart with questions. - **They asked for a price list.** Send the list. - **It doesn't fit what they need.** Say so. An honest “this isn't the right one” builds more trust than a forced sale. - **They said no.** Stop selling. ## Before you hit send - [ ] The price matches the exact item and option. - [ ] Extra costs like delivery or tax are mentioned. - [ ] The reason to care is true and fits this customer. - [ ] Their answer will change what I suggest next.