by chris | Mar 26, 2013 | Profit Maximizing Price
Yes, it can be a much easier sell to base a price increase on the increased cost of commodities that go into whatever it is your company produces. The cost of energy is something many companies are quick to use the reason for a price increase. Price of fuel goes...
by chris | Feb 16, 2013 | Profit Maximizing Price
The real reason price increases fail has more to do with the salesperson than the price. Too many salespeople genuinely do not believe in their price increases. And this lack of belief comes across in their demeanor, attitude, body language and tone of voice. You can...
by chris | Dec 1, 2012 | Profit Maximizing Price
Want to have greater success with your price increases? Of course you do! Stop calling them price increases. Instead, use the words “price adjustment.” Using language like this immediately puts you in a position to demonstrate to your customers how the...
by chris | Nov 2, 2012 | Profit Maximizing Price, Sales Mindset, Sales Process, Sales Prospecting
You’re all set to increase your price and then you get cold-feet. It happens all the time and not just with small companies, but with corporate giants. I can tell you it happens because I’ve personally experienced this with both small companies and global...
by chris | Oct 10, 2012 | Profit Maximizing Price
When you ask the customer if you can increase their price, it says you don’t believe in the increase. Think about that for a moment and you will begin to realize that if you “ask” a customer if they would like their prices increased, who in their...