by chris | Sep 3, 2013 | Profit Maximizing Price, Sales Process
Your customer doesn’t care about your price as much as you think. Some of you reading this are looking to argue this point with me and I’m fine with that. Let me share with you my perspective and then I’ll be anxious to hear your perspective....
by chris | Aug 6, 2013 | Profit Maximizing Price, Sales Process
Nobody wants to buy anything without getting something in return. If that is the case, then why should we look at the price we charge our customers as being a cost to them? This doesn’t make sense to me. I believe we should call it an investment. When we see...
by chris | Jul 30, 2013 | Profit Maximizing Price, Sales Process
It doesn’t matter how cheap you are. Nobody is going to buy if they don’t believe what your offering is going to help them. If every purchase is based on an expected outcome, then is there really any reason to worry so much about price? No! Price is...
by chris | Jun 12, 2013 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and...
by chris | Jun 11, 2013 | Profit Maximizing Price, Sales Mindset
Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — “a feature.” If...