INTERESTING SENIOR EXECUTIVE SUMMARIES
From the 1990’s
‘The Business Doctor’
‘WHY BUYERS OFTEN REACT TO QUOTES WITH “THE PRICE IS TOO HIGH”?
Studies of buyers indicate that 53% of buyers react to price quotes with comments of “the price is too high”
Of these buyers, the majority, do not have information or competitive pricing comparisons to judge this by.
When these buyers are asked why they say “the price is too high”, the reasons given are;
– they usually get a lower price re-quoted if they object
– they fear that they are paying too much
– they fear their competitor is paying leas
– they fear that their manager may find out that they are paying too much
It is HIGHLY recommened that you read the executive summary & briefing on ‘Value-Added’