Ask The Right Questions The customer question in pricing is not What price is the customer willing to pay? The customer questions in pricing are What prices can we convince buyers are supported by the value to them of our products and services? How can we better segment the market to reflect the differences in value to different types of customers? O Copy rights reserved, Zou Deqiang4 4 © Copy rights reserved, Zou Deqiang Ask The Right Questions The customer question in pricing is not: ¾What price is the customer willing to pay? The customer questions in pricing are: ¾What prices can we convince buyers are supported by the value to them of our products and services? ¾How can we better segment the market to reflect the differences in value to different types of customers?