If you are not closing more sales at full price, the reason could be three fatal mistakes you are making. You may not even be aware of these mistakes. In fact, most salespeople make them at one time or another. You can eliminate them, though. Check out the below video to see how. Selling at [...]

One of the biggest mistakes salespeople make is underestimating the importance of being “price resistant.” This kind of P.R. is key if you want to see more and better sales. Here is how it works: Think “Price Resistant” whenever the customer challenges you on your price. The first time they bring it up, simply ignore [...]

Too many times we find ourselves engaged in a conversation with a prospect that we think is going to lead to a profitable outcome, only to have the person be focused 110% on price. One of the best strategies you can use to measure a customer’s orientation to price is to engage them in a [...]

The argument is simple: Lower your price and you’ll do more business. Sure, it might be simple, but it’s also stupid. Lowering your price to get more business means what you’re getting is more cheap customers.   Stop and ask yourself this question, “Which would I rather have? Cheap customers who are always harping on me [...]

It happened again this week. A salesperson called me to say how much trouble they were having in getting customers to pay full-price. The salesperson was quick to say how every customer they talk to is asking about a discount and how they won’t buy unless they get a better price. They go on to [...]