today’s bissett bullet: “technology designed to set pricing should be used as an aid, to sense-check a proposal and ensure that you are receiving fair remuneration for the value that you provide, not as a crutch because you don’t understand the mechanism of pricing.”
by martin bissett
if you rely on technology to set your pricing then you will get caught out if your prospect would like to progress but wants to pick and choose from your preset solutions. subordinating all of your thinking to the technology will leave you unable to adapt that package under pressure and puts you in danger of making a costly error.
today’s to-do:
if you are in the habit of relying on technology to calculate pricing, stop. use it only as a sense check from now on. if you have any proposals yet to be delivered, make sure you fully understand the value of each solution so that you can alter the package to reflect any requests from your prospective client, without any impact on profitability.
see more bissett bullets here
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