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As promised, I’m cruising through the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity. Today we are focusing on what it means to… Sell the urgency of the customer’s timeline. Customers are far more willing to pay more when what you have is what they need [...]
I spend a lot of time talking about the problems of discounting your price. There is another problem — possibly an even bigger problem — causing you to lose money. It’s pride. If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become [...]
1. Your customers don’t want to hear a stupid capabilities presentation about how wonderful your company is and everything they can do. Ditch the glossy brochure. You might as well, because if you don’t, your customer will as soon as you leave their office. If they wanted to see that type of information, they’d go [...]
We are wrapping up our expansion of a post I did on questions you must ask yourself when one of your customers threatens to move their business to another supplier. If you’ve been following along, you know we’ve gone through question 7 (links to previous questions are at the bottom of this post). We have now [...]
A customer who haggles about price early may be a customer to avoid. My experience has been that a customer who is overly focused on price is usually a customer who will battle you on every detail — during the selling process and later on. They will suck your sales motivation and test your selling [...]
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