Defend Your Position Effectively
At times, the intangible nature of services makes it difficult to defend a service price position. This is particularly true when dealing with tough, professional customer negotiators.
In this online clinic, we detail how veteran negotiators defend their service prices from a position of strength. It's all about doing your homework. Starting with a solid service value proposition, they identify customer needs and wants. They research the competition and acquire skills to deal with purchasing agents.
