<<Is there anyone else out there that has been a Sales Rep? I was one just a few years ago and the number one rule is: "at least fifty percent of the time, customers will make their purchasing decisions, based on non-rational, emotional, personal, or whatever reasons other than the real issues". This is where marketing and sales, can really have an effect. I think your philosophy gives the consumer far too much credit for being a rational being (!), present company excluded of course!>>
Depends what you are selling and to whom, of course, but I would put the percentage way higher than 50% when selling to the average American consumer (half of whom are, by the way, below average.)
The reasons that really do matter to most of us *are* "non-rational, emotional, personal, or whatever."
So, while "p.....g" is important, the perception of value is even more important. And, as Oliver has pointed out, a company's price does not exist in a vacuum, so it could be useful to be able to track different company's current rates and switch seamlessly between service providers. After all, I can buy gas for my cars at any gas station. |
