The 1% Windfall: How Successful Companies Use Price to Profit and Grow by Rafi Mohammed

Author:Rafi Mohammed [Mohammed, Rafi]
Language: eng
Format: mobi
Publisher: HarperCollins e-books
Published: 2010-02-27T05:00:00+00:00

SELLING TECHNIQUES

The technique used to sell a product can determine a customer’s valuation. Differential pricing/selling strategies include holding negotiations, implementing two-part razor/razor-blade pricing, metering usage, and setting prices dynamically.

Negotiation

“This is the price that I’m willing to pay.”

Sales forces use negotiation to better understand how much customers value a product. A customer’s response to casual questions can reveal his or her willingness to pay. Seemingly innocuous questions have hidden meanings: “What other products are you looking at?” (“What’s your next-best alternative?”); “What do you do for a living?” (“How much can you afford?”); “What’s your budget?” (“How much are you planning to spend?”). Answers to these questions help skilled negotiators decide how much to charge customers, as well as determine the product attributes that they value highly.

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