Pricing Table Topics: 8 of Spades – Buyers on a Trust Journey are Not Price Sensitive (opens in new tab)

This one is the 8 of Spades from the Selling Value card deck. When buyers are making a 'will I' decision, they're trying to decide, should I spend money to go solve this problem or not? Oftentimes, when they're making a 'will I' decision, they've got some problem that has boiled up, that's become an important problem, and they say, "Hey, maybe I'm gonna go consider buying a replacement, a solution, something to solve this specific problem for me." If you are in B2B sales, what your job needs ...