by chris | Aug 30, 2018 | Profit Maximizing Price, Sales Process, Sales Prospecting, Uncategorized
You’re being challenged every day as a business owner or business leader. There is never enough time in the day to complete what you know you need to. I’m no different. Below are 5 questions I ask myself and I ask my clients regularly. If you’re...
by chris | May 30, 2018 | Profit Maximizing Price, Sales Prospecting, Uncategorized
How quickly should the topic of price come up in a prospecting call? I’m sure you’ve faced this issue. You’re having a first or second conversation with a prospect and the issue of price comes up, and suddenly you’re in a prospecting dilemma...
by chris | Oct 25, 2017 | Profit Maximizing Price, Sales Process, Sales Prospecting
Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” Does this hit home with you? I suspect it does, as it’s...
by chris | Oct 9, 2017 | Profit Maximizing Price, Sales Motivation
Your confidence — including your eye contact and tone of voice — is vitally important when stating your price. Too many salespeople are confident right up until they have to be clear about the price. Then they hesitate or their voice gives them away, and...
by chris | Jul 19, 2017 | Profit Maximizing Price, Sales Process
Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say...
by chris | Jul 12, 2017 | Profit Maximizing Price
The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just...