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Salespeople call me all the time saying how they’re struggling because their price is too high. When I ask them why they think their price is too high, they say something like how they know they could close more sales if their price was lower. When I challenge them more, they then say how customers [...]
A lot of salespeople and small business owners will say they need to discount their price to get a sale. They claim they need to do it to generate cash flow to allow them to stay in business. I get it. I’ve been in that same situation having owned several small businesses over the years. [...]
If you want more success, you have to believe in your price. One of the most effective things you can do in boosting your confidence in your price is to write down your price on a piece of paper before you go into a sales call. Sounds ridiculous, doesn’t it? It’s not! It works! Check [...]
Are you willing to walk away from a customer who is persistently asking for a price discount? I hope so! I cannot emphasize this enough: The customer who beats you up on price will beat you up on everything else. They will drain your energy — and the time and energy of your office staff [...]
People have been posing this situation for years and here is my perspective: Lowering your price and expecting to close more sales is a strategy that should only be used under extreme circumstances. Below are questions that will get you thinking about whether it is right for you: 1. Am I taking a discount to [...]
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