We are all looking for ways to get
closer to our customers but sales people need to be careful not to
buy their way back into bed with the client by needless and
unstructured discounting. That, as they say, could get you a
reputation and it could cost your company dear in eroding
Since the banking crisis and recession of 2008/9 many companies
were forced into discounting in order to protect market share or
just to stay in business. For those who panicked or felt pressured
into slashing prices without any thought to future profitability,
the outlook is challenging.
So how do you get margins back up to sustainable levels without
losing your clients?.