Sales · 15 min

Prep for the pricing and terms conversation

Copilot Chat

Short answer: Paste the deal into Copilot Chat: scope, list price, your floor, and what you're allowed to trade. Ask for three offer options, what to ask for in return each time, and where you walk away. Then have it play the buyer's procurement lead so you can practice before the real call.

Last checked against Microsoft docs: Oct 21, 2026

The pricing call is where deals get bigger or smaller, and it's usually the call people practice least. Ten minutes of role-play with Copilot means you go in knowing your trades. Protecting margin is one of the most direct ways to show what you're worth.

A common situation (composite)

They asked for 20% off.
I said I'd check with my manager.
I already know I'm going to say yes to something.

What you get

Data: the deal scope, list price, your floor, and what you can trade.
Does: builds offer options and plays a tough buyer.
Output: three options with trades, plus a practice round.
How often: before every pricing or renewal conversation.

Before you start

Needs: Microsoft 365 Copilot Chat. Not sure what you have? Start here.
Where: Copilot Chat.
Access: Copilot only uses content you already have permission to open. Use only information your company allows in Copilot.

The steps

Write down the deal: scope, list price, your floor and what you're allowed to trade (term length, payment timing, onboarding, volume).
Run the prompt. Check every number it uses against yours.
Run the follow-up and practice out loud.
Take the option you like to your manager before the call, not after.
Never send Copilot's numbers to a customer without checking them yourself.

Copy this prompt

Here's the deal:
- Scope: [what they're buying]
- List price: [amount]
- My floor (lowest I can go): [amount]
- What I can trade: [term length, payment timing, onboarding, volume, start date]
- What they've asked for: [their ask]

Give me three offer options that protect margin. For each one:
- What I give
- What I ask for in return
- Why it might work for them

Then tell me where I should walk away. Use only my numbers and do the math step by step so I can check it.

(Prompt from stuckwithcopilot.com/guides/pricing-talk-prep/)

Make it better

Run this next, in the same chat.

Now play their procurement lead. You're polite but tough, and your boss wants 15% off. Push back on each option, one at a time, and wait for my answer. When I type DONE, tell me where I gave away something without getting anything back.

(Prompt from stuckwithcopilot.com/guides/pricing-talk-prep/)

Data tip: use this with your work Copilot, and leave out passwords, payment details and anything your company marks restricted.

What a good result looks like

Every number matches your inputs and the math is shown. Every give has a get. The walk-away point is at or above your floor.

If a feature is missing

If your company doesn't allow pricing in Copilot, use made-up round numbers to practice the conversation and keep the real ones on paper.

Make it smarter

Keep a short "What it got wrong" note. Paste it above the prompt next time, like "Don't invent dates".

Not sure what to ask? Copy the quick note for your Copilot admin.

Questions people ask

Prep for the pricing and terms conversation?

Paste the deal into Copilot Chat: scope, list price, your floor, and what you're allowed to trade. Ask for three offer options, what to ask for in return each time, and where you walk away. Then have it play the buyer's procurement lead so you can practice before the real call.

What do I need for this?

Microsoft 365 Copilot Chat. If your company doesn't allow pricing in Copilot, use made-up round numbers to practice the conversation and keep the real ones on paper.

Can I trust Copilot's math?

Check it. Ask it to show each step, and re-do the key numbers in Excel or a calculator. A wrong discount figure in front of a customer is hard to take back.

Is it OK to put real pricing into Copilot?

Use your work Copilot, not a personal AI tool, and follow your company's rules. If pricing is marked restricted, practice with sample numbers.

Can I use this for contract terms, not just price?

Yes. List the terms you can move on (payment terms, renewal notice, support level) and the ones you can't, and ask for options the same way. Legal terms still go to your legal team.

Next step

Try it once, then make it yours.

Run the prompt on one real task this week. Then pick your next workflow.

See the workflow library ↗

Cite or share this guide

Prep for the pricing and terms conversation. Stuck with Copilot. https://stuckwithcopilot.com/guides/pricing-talk-prep/ Last checked Oct 21, 2026.

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Official references

Get started with Microsoft Copilot Chat

Last checked against Microsoft docs: Oct 21, 2026.