Charging a premium
Context (Selling a Product or Service)
I specialise in business development and often come up against the objection that we charge our customers up to sometimes double what our competitors do for what they see view the "same product". We have tried to focus on the customers experience as a point of difference, however, the customer sees our product as a necessary evil to their business thus an expectional experience does not justify double the cost. Is there a way that we as a supplier can legitimise our prices being more than our competitors from a sales perspective?
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