The Sales Process is a Continuum
We are all acutely interested in the price we can charge for our products or services. There are several ways in which one can approach this crucial issue of calculating a price. But it is best if this calculation is made as part of the later stages of the sales business process incorporating marketing and selling techniques.
In marketing, we must ask the painful questions. Do I have a service or product that others are willing to pay money for? How best do we describe its benefits to the target market?
In selling, we must process a prospect into a happy and hopefully repeat customer.
Pricing then becomes easier as some sales resistance is removed – the prospect has already seen as “value for money.”
The notes below are the final slide of a presentation I made at the IMechE.
Get your MARKETING right.
Make you SALES message great.
Optimise your PRICING.
Each is dependent upon the other.
None can succeed alone for long.
If all succeed TOGETHER - you have SUCCESS .
Your will then maximise you PROFITS.
My full 64 slide presentation with notes is available on request.