Awkward Reality #57
An alarm sounds in their heads and they move into “negotiating” mode… so good luck getting a straight answer. But they do want you to understand their needs. So collect economic data during interviews and tours for value-calculator price modeling later. This is why it’s easier to set proper pricing for a new product than an existing one.
More in article, Getting Top Price for Your New Product (Originally published in B2B Organic Growth Newsletter).