Selling a Price Increase in a Soft Market – With the current state of the economy, selling a price increase can seem downright brutal. In this article, Mark Hunter “The Sales Hunter” offers steps to not only make it tolerable, but also attainable.
The Price Increase Switching Game – In this article, Mark Hunter “The Sales Hunter” explains how to combat the threat of a customer changing vendors when a price increase is proposed. By being prepared and proactive, top salespeople can avert a problem situation by showing the customer that making the switch is really not worth it.
Maximizing Your Price – The Value / Benefit Equation – In this article, Mark Hunter “The Sales Hunter” explains how to encourage your customers to buy from you, even in difficult economic times. By focusing on the value / benefits they will receive rather than the cost, they will see that continuing to do business with you is imperative for their success.
Selling a Price Increase: Is There a Good Time? — Many salespeople and sales managers wonder if there is a “right” time to implement a price increase. In this article, Mark Hunter “The Sales Hunter” explains the significance of timing when it comes to price increases.
Pricing Timeline – There is a logical process to executing a price increase. Learn the steps to follow in the proper sequence to ensure a successful outcome. Hear him elaborate on this information through an audio podcast that can be downloaded from this website or through iTunes.
Price Cutting is for Sissies – What do you do when a customer confronts you on your price during a sales negotiation? In this helpful article, Mark Hunter “The Sales Hunter” offers tips to help you avoid caving in so you can maintain your pricing integrity.
Selling a Higher Price in a B to B Environment – Do you get uncomfortable when it becomes necessary to discuss a price increase in a business-to-business environment? This article, based on content covered in a consultative selling program delivered by Mark Hunter “The Sales Hunter”, contains helpful insight as to how to prepare your strategy for communicating the price increase as well as some best practice tips to employ when executing it.
Maximizing Your Price in a Soft Economy – Because of today’s volatile economy, passing on the increase in costs to the customer never comes easy. In this article by Mark Hunter “The Sales Hunter”, he explains what he believes is the number one roadblock to maximizing your price point and how to overcome it.
Only Losers Cut Their Prices — In today’s marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their salespeople can’t sell more is because their price is too high. It’s time to put this to rest.
Does Volume Make Up for Low Price — The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer.
Your Customer’s Price Investment Ratio (PIR) — Customers are willing to pay well above what a product or service “costs” — if they feel the product/service brings them value they can’t find elsewhere. A must read when it comes to pricing!