If you sell services directly, then one measure is the buyer's reaction:
If the prospect rejects the offer out of hand, he believes the price is too high, which means you have failed to sell the benefits of what your company provides.
If the prospect takes the offer immediately, you have given away too much value for too low a price; your prospect feels like he’s discovered a Van Gogh original at a garage sale!
You know you’ve got it right when your prospect accepts your offer only after some deliberation. In this case, he knows the value he is losing if he says no.
If you've got a product you're selling in a B2B setting, here are some tips you can use.
When you're selling to another business, you'll know the price is right when you never stop working on it. Getting input from the marketing and product development departments needs to be constant.
You'll know the price is right when the tech tells you so. Businesses can use algorithms today that rely on analytics. Check these pricing analytics tools out.
You'll know the price is right only after you've done your homework. In a B2B setting that means putting together a customer profile. Keep in mind customers are more price-sensitive than smaller ones. It also helps to know at what stage in the business cycle your prospect is. Don't leave any details out. Dealing with businesses means adding in customer support to your price. It's the kind of added bonus that can bump up your bottom line.
To learn more, read: How to Tell if Your Pricing is Right