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Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — ”a feature.” If that is the case, then why do so many salespeople spend [...]
The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and the new salesperson is the one most likely [...]
Your price is a reflection of you, and the last thing you want to be seen as is a low-price salesperson. The reason is simple. If you’re known by the low prices you charge, your customers will do one thing — push you to offer an even lower price. On the other hand, if you’re [...]
Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business? It’s not, so go ahead and do it. Look at it [...]
Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. Being a pricing coward is [...]
