By: Santi Chacon
Denver, Colorado
Business Coach
Principle #6 The Price Is Right
In business to business prospecting the price of your offering is always going to be an issue to think through. The higher the price for your product or service the more complex the sale is going to be. This means it will move from a simple transactional sale (selling an inexpensive product to one person) to a complex sale (the decision of a sale is left to champions/coaches, influencers, and decision makers). If you are attempting to educate prospects on a half million dollar item or service, peoples' jobs are going be dependent on them being as thorough as possible with you. These professionals will be charged with taking you and your offering through the appropriate channels.
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