Reading Time: 3 Minutes
The salesperson has very obviously left out the pricing of a feature or it looks like they're grossly under priced an element of a proposal. You think you've got a great deal as a result and don't bring it up (for fear of losing this 'amazing' deal). Then, once the deal is signed, and the negotiation is complete you discover that the vendor (usually service provider) is change ordering their service all the time. Upon investigation, it looks like the item you're being change ordered for is the under priced item in the proposal. What the heck?!?
Reading Time: 10 Minutes
"I need you to break this price down for me.", "What is behind this price.", "Please show me the cost build up.", "Please provide full price transparency." If you're a salesperson you've heard this request or some request of this question more times than you care to count. If you're a procurement person, this is a part of your daily repertoire. You expect price transparency. Why is price transparency such a hot topic? Why do procurement people need to know what the build up is? Why are sales people so protective of it? Are price, cost, and value the same things?
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