Price adjustments are necessary, but how do I tell my customers?
For salespeople, this sentence is one of the most unpleasant and unpopular tasks:
“Dear customer, we have to adjust our sales prices, unfortunately upwards.”
What does the trained buyer say: “I don’t understand, I thought we were talking about price reductions, as we are currently doing with your competitors.”
The sales representative who has a meaningful basis for argumentation in the form of transparent figures is happy: Which of the customer’s products have changed in terms of purchasing volume and to what extent? What are the cost drivers for the raw materials: raw materials, energy, wages, transport, and how do these affect the price? What other cost drivers are there in the company’s own production? Lucky is the person who has a simulation dashboard that clearly shows all influencing factors at the touch of a button. A good salesperson still has to be convincing, but in WebCIS 4.0 they have a powerful tool to support their arguments.
