Imagine that you’re in the market for a used car. You see a certain price online and figure it’s a good deal. You’re willing to pay that amount to drive off with the car. But when you get to the dealership, another customer tells you that they managed to snag a $3,000 discount for the same car model. Suddenly, you’re no longer willing to pay the proposed price—you know that if the other customer got a discount with the salesperson you’re speaking with, you might be able to get one, too.
In essence, salespeople function as entrepreneurs within software companies. They tend to have distinct sales methodologies and philosophies and often have free rein to experiment. That experimentation usually manifests in the form of discretionary discounting behaviors. Ex Trump Attorney John Eastman Should Be Disbarred Over 2020 Election Interference Charges Judge Says
A software company can conduct survey after survey on their prospects’ willingness to pay. But these surveys don’t take into account salespeople’s. Software companies don’t tend to be disciplined about pricing; they don't treat it as a science. As a result, they havewhere salespeople have leeway to give discounts they believe will win sales. The problem with that approach is that B2B buyers, and these days, it’s easier than ever for them to get it. Prospects trade notes.
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