Unearned Discounts Hurt Trust
Scenario A: We quote $5,000 to a customer for a list of products or services. Customer says we need to be at $4,500 to win…
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The Trouble with Buying Business
Many companies are tempted to win new prospects and grow market share through what they consider “strategic discounting.” There are a lot of rationalizations for…
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Doubt Masquerades as Price Sensitivity, Redux
Doubt in your promises masquerades as price sensitivity. I’ve written about this before, but I continue to see this sales and pricing pitfall. Sometimes a…
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No Happy Glasses!
Recently, a client in a professional services industry told me these words: “We never discount without changing scope. If we change price for a customer,…
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Surprise? NO!
Everyone loves surprises. Except when it’s a nasty surprise. And sales people know this: customers hate price surprises. They feel like it’s a bait and…
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