tag:blogger.com,1999:blog-5540166.post111474751164574698..comments2024-03-28T13:34:39.165-07:00Comments on @jspepper: Clueless train pulling into the station ... various offences todayJeremyhttp://www.blogger.com/profile/17859194486093074401noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-5540166.post-1114790872077580332005-04-29T09:07:00.000-07:002005-04-29T09:07:00.000-07:00Jeremy - really good point about comparing up. I t...Jeremy - really good point about comparing up. I think the same problem shows up in the sales process as well. Salespeople can get too focused on cost or can get stuck in a feature to feature comparison with a lower-end product rather than talking about why their product is more valuable. This often happens in a competitive sales situation when the client has spoken to several companies with widely varying solutions and costs. It's fair and smart of the customer to ask why they should have to pay more for one product over another. But it's Marketing and Sales' responsibility to communicate the value proposition of their higher-end product more effectively. <BR/><BR/>If they don't it either leads to a discounting spiral or the perception that the higher end product really is overpriced. What constantly surprises me is that even some CEO's with MBA's from the top business schools fall into the same trap because they think it will help close a deal. <BR/><BR/>Customers love discounts but they want discounts on products they value.Anonymousnoreply@blogger.com