Do not say "list pricing". Or "typical price" or "standard price" or anything along those lines. Instead, when introducing pricing, say "approved price". According to Gong.io, saying one of the no-no's above will result in your sales cycle taking 19% longer than average. "Approved price" suggests the price is set and it's been established by a higher authority, which results in an understanding that pricing will not easily change and ultimately a reluctance to negotiate. Change that one word and you’ll see benefits immediately.
