What is flinch pricing?
July 17th, 2006 - 6 Comments
I was having lunch with my friend Chris Yeh the other day, and he mentioned this phrase I hadn’t heard before. I don’t know why, but it struck me as pretty funny.
“Flinch pricing: Attempting to find the highest possible price the customer will bear. If you’re trying to sell a software product, you might say the following to your customer:
“The price is $1,000…per application…per CPU…per month…for the ongoing maintenance…etc.”
You stop when the customer visibly flinches from the pain, and then negotiate down from there.”
Alright, today is the beginning of an entirely new chapter of IWT. I just got back from a last-minute weekend ...Read More