Not enough businesses owners – sales people are having effective conversations with their customers.
Why do you think most salespeople never ask customers and prospects how they charge out for their services and what their biggest challenge is when selling to their customers?
If they did, they would have the essential ingredients for a compelling pitch.
Tony Robinson posted the question above on linked in http://wp.me/pPCxW-1X
I agree answering this question, will also help you select an effective pricing model i.e full upfront purchase or a licensing model.