by chris | Feb 10, 2015 | Profit Maximizing Price, Sales Process
How do you respond to the customer who says they will buy from you only if you first match the price offered by a competitor? First thing you need to do is not panic. This is a customer tactic used by many sharp buyers on unsuspecting salespeople to gain a...
by chris | Dec 4, 2014 | Sales Process
Yes, knock it off! Stop doing it! Quit sucking each other’s exhaust. What I’m getting at is how every company wants to benchmark themselves against their peers. Worse yet, the only ideas they’re open to are things they see their peers doing. No wonder stupid...
by chris | Nov 25, 2014 | Profit Maximizing Price
Have you asked yourself why your competitor is able to offer what your customers believe is the same thing as what you sell for less money? Your customer is wondering this. They are wondering why you are more expensive and the competitor is less expensive....
by chris | Sep 18, 2014 | Profit Maximizing Price, Sales Leadership, Sales Process
At one time or another, we all have to do battle with a competitor’s price that is lower than anything we’ve ever seen before. When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A...
by chris | Aug 31, 2013 | Sales Process, Sales Prospecting
Nothing good can come from comparing yourself to your competition, so don’t do it! Devote that energy instead to genuinely listening to your customer and showing them why you are the right choice to meet their desired outcomes. There is much success to be had,...