He went on to say, if you're experiencing price pressure, it's a message from the customer you're not delivering sufficient value for the price you're charging.
You're not selling a commodity unless you want to, he asserts.
Fast forward to 2011 ...
Bob Chapman, Sandler sales coach, begins hearing price-pressure concerns from business owners, manufacturers, distributors, sales people and professionals. Almost without exception, they're feeling pressured to:
- Bid for contracts and projects
- Cut margins and reduce prices
- Promise (and deliver) more at a lower price
Are you experiencing the same thing? What do you think: Is price pressure fact? Fiction? Or a figment of imagination?
Take our survey (right sidebar) and share your comments, experiences and questions.
In the coming weeks, we'll discuss what the survey reveals and provide some practical tips for protecting both your price and profits, as you deliver on your promises to your customer.
UPDATE
The online survey is concluded ... for now. To learn about the varied forms of price pressure and practical tips for countering it to protect your profitability, read our white paper, Price Pressure | Is it Hurting Your Bottom Line?
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Price Pressure series