How to Understand, Create and Deliver outstanding customer value – and get paid for it! By Mike Wilkinson of Axia Value Solutions If you’re anything like me, you will be familiar with the discount default. Whenever there’s any downward pressure on pricing the first thing that is done is to discount. Down goes your price…
“You have no chance of beating our current price!” So said the buyer to one of our clients’ sales team. Taking a look at the price they were paying, he could only agree. The price was significantly – very significantly – lower than anything he could get close to. “Not only can’t I get close to the price you’re paying right now, I really wouldn’t want to. What I would like to do though, is to take a look at how you’re using the product and see if there is any way we might be able to help”.