Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.
how to improve customer relationships in an organizations the role of supplier relationships
my July 2003 article, How to Outsell a Competitor Who Slashes Their Price to Win .) The Silver Option Gets the customer most of what they need now, and the rest in phase two, over the next quarter or next year The lowest level of investment, aimed 1030 percent below the Gold level, depending on how severe a discount the competition is going to offer Some of your total array of features, modules, components, capabilities. The rest can be purchased later. Talented and dependable resources Reasonable time