by chris | Dec 13, 2011 | Profit Maximizing Price
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...
by chris | Jun 25, 2011 | Profit Maximizing Price
You might be surprised to discover that your price increases are failing — because of you, the salesperson. Do you even believe in the price increase? This is a hard question to answer honestly, but it is one that you absolutely must answer. The number one...
by chris | May 12, 2011 | Profit Maximizing Price, Sales Motivation, Sales Process
When is the best time to sell a price increase? I get asked this question a lot and my response is “right now.” After I say this and see the expression on the person’s face, I then have to back up my response with my rationale. Taking a price...
by chris | Apr 21, 2011 | Profit Maximizing Price
Price increases are inevitable, but do you know how easy it is to screw this up? See if any of these sound familiar: 1. Inform your customers of a price increase by attaching a note to their most recent invoice. Better yet, merely email them the new price, and...
by chris | Apr 7, 2011 | Profit Maximizing Price
Dear Valued Customer: Due to the increasing price of fuel, we are being forced to begin assigning a $12.00 per delivery fuel surcharge on all deliveries. We regret having to do this, but due to the increased cost of fuel, we have no other option. It’s our desire...
