The Primal Scream of Low Price
This week I spent several days training a contractor’s sales staff. Inevitably during training, the primal, fearful scream of low price comes up. And it usually sounds like this: [...]
Market Pricing’s Gravitational Pull
We know things exist, even if we’ve never seen them. We feel their effects. That’s how market pricing works. If we understand forces that weigh on us, we can use tactical pricing [...]
