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| May 03, 2005 12:18 am |
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re: Role of price promotions in B2B marketing/sales |
Poonam Gupta
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Hello Srinivas,
You have got some very good advice here. Here are some of my thoughts:
When you are selling big ticket items, price must be the last thing to be focus on. YOU must do the geographical market research and determine the position of your offerings against competition, market to your nich instead to all those are looking, prove to them the worth of owning your product/service. Make sure sales people are taking the detailed notes of objections. Clear up all the objections and then see if price is still an issue. Even then offer different payment option, smaller packages to be upgraded later, offer additional product/service... meaning that once you have determin the right price for a market, do everything into going on price promotion. Price maybe cut down a little at the very tail end of sale cycle in order to fetch the account ... but I stay away from price promotions.. never worked for me.
Poonam
www.iyka.comPrivate Reply to Poonam Gupta (new win) |
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