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The best way to increase your profit is by increasing your prices. Sounds pretty straight forward, but for far too many people, the idea of raising prices is absolutely scary. It seems the most popular way to try to increase profit has been by cutting expenses. I’m sorry to say this, but the easy stuff [...]
For many companies, the ability to delay a price increase is no longer an option. The only option that is left is to take a price increase. One of the biggest challenges is to then ensure the sales force believes 100% in the increase. I’m a firm believer in the premise that more price increases [...]
We’ve all had customers who threaten to leave if we raise prices. I sure hope you’ve been following my series on this, because I’ve been looking at questions you have to ask yourself when a customer makes such a threat. (For the questions we’ve covered in depth already, I’ve provided links to those posts at [...]
Nothing sends fear through a salesperson more than when a customer says or implies they will have to take their business elsewhere if you raise their prices. There are many variations of this, but we’ve all heard them. I can’t begin to tell you the number of times I’ve heard them from customers in my [...]
I want to do all I can to increase your sales motivation and help you maximize your price. That’s what is behind our series 8 Ways to Increase Your Price?
So far we’ve dug into 5 of the 8 ways: believing in what you sell, increasing your pipeline, just saying “no”, never entering into a discussion about price and accepting that you can’t close every sale.
Here is number 6:
6. Never sell the features. Only sell the benefits.
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