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“I Can Save You More Than You Are Currently Spending” And Other Stupid Sales Ploys | Partners in EXCELLENCE Blog

All we have to do is look at our sales process.  It gives us the clues of all the things we need to know, all the things we should be doing to align with the customer’s buying process, guiding them through the process in a manner that maximizes our ability to win.  But too often, anxious to please, we respond.  We provide a quote, we provide pricing–or at least a range.

When a customer calls, asking the price (at least for complex B2B solutions), the only reasonable response is, “It depends…..,” quickly followed by, “May I ask you a few questions about what you are trying to do, so that I can prepare a response that best enables you to achieve your goals?”

We may even consider another alternative.  The price is really not the most important thing to the customer.  The results the solution produces, expressed in business justified and financial terms is really the most relevant discussion.

So when the phone rings and a customer asks, “What is your price for this……?”  How are you going to respond?

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“I Can Save You More Than You Are Currently Spending” And Other Stupid Sales Ploys.

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