Is price raised at the beginning of your sales process? Pricing panel Part 6.
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Is price raised at the beginning of your sales process? Pricing panel Part 6. 70% of the participants in our recent survey did not publish their prices on the web, yet price was raised 70% of the time in the lead generation phase. If this is true for your company, you have an issue with how you are selling value before price. If the pricing question is answered before you sell the value, you are putting yourself in a negotiation hole. Also if the customer is “surprised” by your price, this is another symptom of poor communication of value. One thing to look at is how your marketing department collects customer data. Too heavy a reliance on surveys and questionnaires with too few open ended feedback efforts, will lead to a very shallow view as to how you bring value to your customers. Proper win loss reviews by the sales tam ( with a marketer) are needed to extract where you did or did not communicate customer value.
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Category: Communication, Marketing, Pricing, Sales
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