by chris | May 7, 2013 | Profit Maximizing Price, Sales Process
A lot of salespeople and small business owners will say they need to discount their price to get a sale. They claim they need to do it to generate cash flow to allow them to stay in business. I get it. I’ve been in that same situation having owned several small...
by chris | Jul 14, 2012 | Profit Maximizing Price, Sales Prospecting
Everyone is looking for a discount. Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. Don’t get me going regarding what I think of discounting. I hate it, as it only cheapens your...
by chris | Apr 12, 2011 | Profit Maximizing Price, Sales Process
Anyone who sells a commodity knows how tough it can be to increase their price. Customers can be very quick to move to a new supplier if they can get it cheaper. Yet, if your source of materials is going up in price, you don’t have a choice. You have to either...
by chris | Apr 5, 2011 | Profit Maximizing Price, Sales Process
Recently, I was speaking at a large conference on the subject of how to maintain your price and avoid discounting. After the presentation a business person approached me and asked what my strategy would be if they needed to discount their price to create cash flow. ...
