I am sure that most of us we have been there … in this kind of discussion with sales people … right?
Yes, one of the first thing you should be prepared to hear: We are too expensive!
Really (George), are we?
And if we are … how much?
10% more expensive …. 0,01% more expensive?
If we are too expensive … what is the price of the competition ?
If you don’t know the price of your competition, how could you say that you are too expensive?
And, most importantly, is it a price for the same value proposition ?
Or when the customer says you are too expensive … it means that your price-value proposition is not as well adapted to the customer’s willingness to pay than the one from your competitor?
If so … sometimes my price is monetary cheaper .. but in the eyes of my customer… I am too expensive …
Does it make sense to you?