Here’s a quick excerpt from a study published in the Harvard Business Review (the undisputed Daddy of management journals) about what ‘buyers’ think reps’ biggest mistakes are – the pleasing headline is that having too high a price is the very bottom, just 2% worth!
26 not following company buying process
18 not listening to needs
17 no follow up
10 solutions unexplained
04 no understanding of their business
03 act too familiar
02 no respect for/knowledge of competition
and at the very bottom –
02 too high a price quoted
So why do reps get so wound up about price, then?