Maintaning value of product

greenspun.com : LUSENET : What keeps you up at night? : One Thread

I'm frustrated with a sales manager who won't hold price on the value of our service (radio). Often when a client doesn't care for the rate and/or terms that I quote, they've called my boss to try to work a better deal, more often than not he gives. We are moving out of a phase where the directive was "just get the business", now we have alot of opportunities to do business with people who are on board with what we're doing and understand it's value, but he's still operating on the old model. I'm wondering if maybe there's some wisdom someone can offer. P.S. We repeatedly get results for our advertising partners, I firmly believe that results aren't cheap. Am I nuts?

-- Gregg Gannon (gregg96wave@yahoo.com), March 18, 2002

Moderation questions? read the FAQ