Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how you can get out from under the negotiation tactic "cry commodity" to avoid the commodity trap.
If you'd like to learn more about how to get out of the commodity trap, download our Whitepaper to learn how to:
- Recognize that while some customers will pay for this added value, others will not and still others will attempt to “play poker” in the hopes of negotiating value at a lower price
- Understand the needs of their specific customers, and then develop solutions and value propositions that address these needs
- Pass the “acid test” of value by demonstrating value to customers in economic terms.