Does any of this sound familiar to you?
• Cost-cutting clients.
• Hungry, competitive low cost rivals.
• Your client asks for a lower price?
The Harvard Business Review (HBR) printed a case study; The Case of the Pricing Predicament.
This is a case study about a company that had a dominant position in their marketplace, Standard Machine.
But now, there are many competitors, and they have a lower price than Standard Machine, with what appears to be a very similar product.
And guess what?
These competitors claim their products are also superior in technology, as well as many other factors.
If you sell a B2B product or service, and you are trying to break into a market, or already have a position in your market, this case study is relevant for you.
Pricing is becoming a big factor for everyone these days.
Procurement is playing a much more influential role in almost all medium to large contracts. And generally they play the only role in a smaller contract, where price is paramount.
So if you are running up against the price issue, then this case study is very relevant to your business.
I am running a webinar on Friday March 31 at noon EDT, about this case study, but more importantly, about how you can overcome the price problem.
You can register for the webinar by clicking this link The Case of the Pricing Predicament.
As soon as you register, you will receive an email with a link to the pdf containing The Case of the Price Predicament.
During the webinar, we will discuss the case study, and you will discover different ways to overcome your pricing predicament.
We will also discuss how four senior sales executives would have solved the problem. And you will get their full responses right after webinar.
But you must be on the webinar to get these case study results, and the complete feedback about how to overcome price objections.
Have a look at the case study. It is only three pages long, but it shows the dilemma that many companies run into with their competition, no matter where your competition resides.
Again, if you sell B2B products and/or services, you should attend this webinar, because price is becoming a larger factor more and more in these types of sales.
This webinar will also require your participation in answering polls and asking questions. So ensure you sign up (and show up), so you can get all of your questions answered about pricing.
If you do have questions, please submit them to me before the webinar, and I will answer all of them on the webinar.
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