Is your product a commodity? Is it really? Or, do your customers cry commodity during negotiations to get you to decrease your price? Watch the video below and listen as Adele McLean talks about how you can get out from under this tough negotiation tactic and 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.