Are your customers undervaluing your solution?
I’ll assume that you set a fair price for the solution you offer to your customers. If they spend a lot of time trying to negotiate that price down, then the real issue may be that they don’t value your solution
enough.
That’s a problem that’s your fault, not theirs. You haven’t been effective enough at getting the customer to appreciate the benefits of making a change–and the true costs of doing nothing–so they think the price
you’re asking is too high.
What can you do? Correcting this problem has to start with your earliest contacts with a customer, and be reinforced throughout the sales process. As paradoxical as it may sound, there are a number of places where you need to slow down your sales process so that you can help your customer buy faster.
Guest Author: John Sullivan
