by chris | Jun 23, 2017 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You...
by chris | Dec 20, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy...
by chris | Dec 5, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the...
by chris | Nov 23, 2016 | Profit Maximizing Price, Sales Prospecting
United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Check out at this link a...
by chris | Nov 1, 2016 | Profit Maximizing Price, Sales Process
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the...
by chris | Dec 17, 2015 | Profit Maximizing Price, Sales Process
Speed sells. It’s simple. Let’s not complicate things. If the customer wants to buy, close the sale and close it NOW. Let me explain what I mean. While working with a VP of Sales, he shared with me how he and his firm had been in the market for some very...