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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.