Few buyers approach the purchase decision without some estimate of what they are going to have to spend. For the seller, that estimate, whether it is well informed, or not, impacts on everything from prequalification to negotiations.
Finding out what the buyer thinks your solution 'should-cost' is not as easy as it sounds. After all most buyers don't want to tell sellers what they plan to spend. Even if you do find out, the buyer's 'should-cost' estimate can be stubborn to change.
This whitepaper will provide you with the tools and tips you need to understand and influence the buyer's 'should-cost' estimate.
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The Buyer's Should-Cost Estimate
1. Retail Price: $29
They May Be Slow To Tell You, But You Absolutely Need To Know:
The Buyer’s ‘Should-Cost’ Estimate
How Shaping The Buyer's Earliest Price Estimate Is Key To Your Success.
Few buyers approach the purchase decision without some
“Shaping the
estimate of what they are going to have to spend. For the buyer’s ‘should-
seller, that estimate, whether it is well informed, or not, cost’ model is
impacts on everything from prequalification to negotiations. key to your
Finding out what the buyer thinks your solution 'should-cost' is not as
success…”
easy as it sounds. After all most buyers don't want to tell sellers what
they plan to spend. Even if you do find out, the buyer's 'should-cost'
estimate can be stubborn to change.
This whitepaper will provide you with the tools and tips you need to
understand and influence the buyer's 'should-cost' estimate.