“Why is that the price?”
Have you ever had to explain the reason for your prices to a customer? What would you say if they asked? As sales specialists, it might be hard to explain the price-point, as there is limited information available with little to no opportunity to learn more. Questions like this might seem unusual now, but the time is coming when this kind of question will be the norm.
We have all noticed - there have been huge changes in the energy market, and changing roles for stakeholders too. A totally new approach to the sales process is now demanded - one which provides a self-service consumer with easy energy market access by means of a valued consultant.
This new ‘active’ position of consumers in the energy market, means we need to offer a new kind of service, with expertise as a major component. To be a pricing expert, more knowledge about pricing is needed.
We’re going to delve into this issue, to uncover the basis for the price-point, find ways of explaining it to customers (in a way that makes sense to them), and explore the implications for all parties.