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…
