Three Types of Buyers That Don’t Buy On Price
Learn How to Identify Three Types of Buyers Where Additional Discounts Won’t Actually Help You Win the Business
Extensive research shows that despite the sales lore, pure price buyers are typically no more than 20-30% of any given B2B market. But customers have learned that if they complain loudly enough about price, they might get a break --- even if they are secretly willing to pay more. In this diagnostic by Chris Mitchell of Holden Advisors, you'll learn:
- How to identify a buyer that takes a long-term view of their vendor relationships and values quality and collaboration.
- How to identify a buyer that's really willing to pay a higher price as long as they're confident they're getting more value.
- How to identify a buyer that's actually just pretending to be a price buyer in order to get the lowest possible price.
- How to identify a true price buyer that really does want the lowest price and is willing to give-up value to get it.
This diagnostic is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Boosting ASPs (Average Selling Prices) to Drive Profitability
The use of averages are as common in business as they are in sports. Average selling prices (ASPs), however, can hide a lot of profitable truths. In this case study, Peter Maniscalco reveals how one building materials company dug deeper to find profitable opportunities.
View This Case Study -
Dealing with Price Exceptions
For many teams, their exception-handling processes are a significant and ongoing source of frustration and inefficiency. So how should you go about improving these critical processes?
View This Webinar -
Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
View This Case Study -
Generating More Sales from Existing Customers
Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.
View This Webinar
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this diagnostic as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges