- Your clients are going to choose between two concessions: taking money out of their solution by accepting a lower price, or paying more to achieve their results.
- Removing money from any solution doesn’t generally improve…
Price is always going to be a factor your prospective client considers when deciding whether to buy your solution. What gets lost in the sales conversation around investments is the higher cost that results from accepting a lower price.
The resort where my family and I recently stayed has a contract with a transportation company. The transportation company mainly moved people from the resort to the theme parks and back, but they also transported them to shopping malls,…Continue Reading