November 1st 2010

Customer history, is it helpful in raising prices? Pricing part 5.

A street prostitute speaks with a customer in ...
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Customer history. Pricing part 5.  If you have not made price raising part of your regular company history, this makes the job a bit harder.   This will be a change for clients and most people resist  change.  If you  have trained your customers to expect discounts, especially at quarter end and year end you are in seriously bad shape . In essence your customers are driving your prices, whether if it is through your training or your own weak negotiation position.  Compounding this is  the  ongoing corporate  reinforcement of weak selling approaches for your sales team.   To improve this  situation requires a group effort of marketing, sales and the C suite. no one of these groups can do it by themselves.

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