After the demo: price, recommendation, next step

The price#

Check which founding band is open before the call (seats remaining only from live billing data).

Say

"Here's the price. It's [open band price] per person per month." [Pause. Count three.] "That's the founding rate for the band that's open today, the same for every firm while it's open. The software is all in: every feature, and Holly, in every seat."

Band prices: £69 Spark, £89 Ignition, £120 Momentum, £150 Velocity; never assume Spark is open. State £250 Standard only when asked what happens after 31 December or about Standard. Never say "list price", "typical price", "standard price", "discount", "deal" or "special offer". Never apologise for it. Recruitment buyers: say "Nothing rolls over without a conversation" unprompted, straight after. Everything else (deadline, the rate you keep, no trial, contract shape, company pages, VAT) uses the exact wording in Commercial answers. On a discount: "No, and I'd rather tell you that straight than pretend to go and ask."

One recommendation, not a menu#

Say

"Based on what you've told me, here's what I'd do in your seat. Start with [n] seats for [the people named in discovery]. Holly at [Suggest / Observe for a regulated firm], approvals on for everyone, your policy set up as rules. We book onboarding now, aim for [the first success], and look at it together at 30 days. For [n] people that's £[n × band price] a month."

Park the rest: "You don't need to decide about [Watch, the wider team] today." If they hesitate: "On a scale of one to ten, how sure are you? What would make it a ten?" Ten people: £690 a month (£8,280 a year) at Spark, £890 a month (£10,680 a year) at Ignition. Any value comparison opens: "Worked illustration, and I'm labelling it as exactly that, because I'm not going to pretend this is a forecast." Trials, unpaid pilots and anything off the price are for Alex or John Cooper only; for law firms a paid, scoped pilot at the published price is the recommended route (D17). Say: "Let me take that to John and come back to you with a straight answer by [day]."

The next step, booked before you hang up#

"Does it make sense to [book your onboarding for Tuesday at ten / get your compliance partner on a call next week]?" If not: "What's a good next step then?" Put it in both calendars on the call. "I'll send some information" is not a next step. Referrals: "Commission is set out in your partner agreement" (D19).