6 Tips on How to Sell Value and Reposition Price – Take 2

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Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples:

a business being asked by a prospect to ‘give us a better price because you are doing a few things with us’, a business being told by a client, midway through a project, that ‘they would love to keep on working with them but competitor XYZ can now do it for 25% less because they can bring in cheaper consultants from overseas ’, and another business being asked to give a client a lower price now on a project ‘because there is so much work coming your way after this project’ with no guaranteed projects scoped or signed off as yet

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