zlacker

SaaS companies know this too. They'll charge a higher price than they're actually looking to get because they know that if you provide a concession at every step of the chain of the customer (biz dev, salesperson, VP, CTO, CEO, etc) in the buying journey, you are more likely to be bought over a company who had a lower overall price but didn't provide concessions. There are people in procurement who literally exist only to extract concessions from the seller.

>>satvik+(OP)
ya'all are talking non-sense.

someone used the word on my once i think. 'concession'. they made a 'concession' for me. don't think i twisted their arm or anything.

don't like these games these big players play.

>>8n4vid+R31
I've seen this first hand in the pricing strategy of startups I worked with who were selling to enterprise. They might not use the word "concession" but they know what they're doing.

>>satvik+h41
I'm sure, but marking things up so that some exec or purchasing agent can feel like they're "winning" when they talk that startup back down a few dollars.. it's ridiculous. Can we just do honest, transparent pricing? Please? :-(

>>8n4vid+J61
No, because human psychology doesn't work with "honest, transparent pricing." People will go out of their way to buy things on sale even when the total cost is higher than it would be otherwise. JC Penney famously figured this out the hard way when they cut out all of their sales [0].

[0] https://www.priceintelligently.com/blog/j-c-penny-s-pricing-...

>>satvik+k71
Yeah.... My take away is that people are dumb though. If you know this sales tactic then you should check the price history or competitor prices and only look at the final cost after fees, discounts and shenanigans.

>>8n4vid+RP4
> you should check the price history or competitor prices

That's why companies don't publish their pricing, to prevent something like this.

>>satvik+gQ4
if it's online, someone is scraping it. and if it's not online....well, they're losing business.