Beware price customisation

Over the weekend I read a frightening article about how websites use price customisation to adapt the price for varying customers. Although somewhat scary, there are a number of lessons for us salespeople and coaches. Let me explain. Various websites use the software to sting those who aren't aware of lower prices. The software can track where the customer has been before, whether they've been shopping around other sites, using price comparison sites and generally browsing for many hours looking for a certain solution. They spot these people and tempt…

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Negotiating walk away power

India, June 2011. It was my day off in-between my trainings and I was sightseeing in New Delhi. My host, Sainesh and I, found a cavernous underground market on my hunt for some souvenirs for the family. We wanted to get this done quickly so we could both enjoy lunch. Shop after shop selling a diversity of clothes, products, electronics, souvenirs. I was looking for a Sari for my daughter and some IPL shirts for my two sons. IPL stands for Indian Premier League which is the most popular sport…

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