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