Price conversations are the Achilles heel of many salespeople. Not only are they uncomfortable broaching the subject, but many are also unable to change the subject once it comes up.
To help transition out of a pricing conversation, it’s important to understand why it came up in the first place.
Over my 30+ years of experiences, I’ve seen profit not matching the expectations of leaders. Profits go both ways - sometimes they are below expectations, and sometimes above. You know every detail of the company's the bank account and the cost of everything, so do you ever wonder why your management process can't better predict results?
Finance people say “it is because of the product mix.” But how can you not forecast accurate profit results, if you have all the required data? Nothing should be left to guesswork.
If you're planning to sell your business, as its leader, you need a succession plan that will ensure its sustainability. You need to focus on maximizing the value of your business, years before you decide to sell by maximizing the return for the efforts you’ve invested over the years.