"Each time I take the stage at a conference or sales summit, I can pretty much count on someone telling me how their business is different. They feel they are the only people who face pricing pressure. They often tell me that it is OK to discount a deal if it gets them the sale....Remember that if you discount without changing the deliverable, then every amount you offer as a discount would have been profit. If you run a 30% profit margin, and you discount by 10%, then you are discounting 33% of your profit...."The biggest fear of procurement people is not overpaying. Rather, our biggest fear is purchasing something that does not deliver the desired results....No matter how much the client pays, it's not a good deal if they don't get results.Once you know that results matter most, then when faced with pricing pressure, counter with a discussion about results. If procurement is treating you like a commodity, it's your job to illustrate what makes you worth the additional investment....I see a common line of questioning that leads to pricing discussions. Professionals will often enter a competitive situation, and ask questions like, "How much are you currently paying?" Or they might ask, "What's your budget?" In both cases, these questions open a dialog that is centered on price."
Trechos retirados de "Why Customers Focus on Price (and How to Fix it)"
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