Selling or Solving

Rising inflation is driving a greater emphasis on price over value creation in negotiations. It’s not just the dramatic, unpredictable cost increases that are impacting your customers’ decisions, but also the sense of higher risk related to uncertainty, that cause the short-term, price-first perspective to prevail over the longer, strategic view in your customers’ buying process.  Focusing on price as the primary decision factor has the advantage of being clear, direct and easy to evaluate. Everything is …

Read more