I've found this is due to the difference between small-to-medium business and enterprise customers.
Once you pass a certain price point, you are generally dealing with an enterprise. This means 1) they are spending Other People's Money and 2) they are more likely to be accustomed to a professional environment.
I have to be honest and say that this isn't true in the scenario I describe. They're all dentists who own dental practices - the ones we cut deals & make discounts to are the ones who generally give the most pain.
The whole point in offering the discount is destroyed due to the financial cost of the headache involved.
Comments
I've found this is due to the difference between small-to-medium business and enterprise customers.
Once you pass a certain price point, you are generally dealing with an enterprise. This means 1) they are spending Other People's Money and 2) they are more likely to be accustomed to a professional environment.
I have to be honest and say that this isn't true in the scenario I describe. They're all dentists who own dental practices - the ones we cut deals & make discounts to are the ones who generally give the most pain.
The whole point in offering the discount is destroyed due to the financial cost of the headache involved.