by chris | Mar 12, 2015 | Sales Process
The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on...
by chris | Mar 3, 2015 | Profit Maximizing Price, Sales Process
This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was...
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 | Jan 31, 2015 | Profit Maximizing Price
Have you ever walked away from a sale because the customer demanded a discount? Does that sound crazy? It’s not. Condition yourself to not give into demands for a discount. Say no and walk away from that sale. What you will find is that often the...
by chris | Jan 24, 2015 | Profit Maximizing Price, Sales Process
Have you come to believe you can only sell if you offer a discount? That’s crazy. You need to stop relying upon the discount. A better approach is a policy of NO discounting. What?! That’s right… make it a policy that you don’t offer a...
