by chris | Oct 21, 2014 | Profit Maximizing Price
What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think...
by chris | Oct 17, 2014 | Profit Maximizing Price, Sales Process
Cheap price = Cheap salesperson. Confident salesperson = Higher margins. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no...
by chris | Oct 10, 2014 | Profit Maximizing Price, Sales Process
Everyone talks about the need to create more value for customers, but one element that gets left out far too often is the element of time. Time is an incredible asset for any salesperson and, for that matter, for the customer. The one who leverages time the...
by chris | Oct 7, 2014 | Profit Maximizing Price, Sales Process
What?! That’s what you’re thinking after reading that headline. You’re asking yourself, “How can I sell more at a higher price when I’m already getting rejection at the price I’m at?” Here are 5 reasons why you can and will sell more AFTER you...
by chris | Oct 2, 2014 | Profit Maximizing Price, Sales Process
Below is an excerpt from the book I co-authored with Matthew Hudson titled Advisor Selling: The Art of Becoming a Trusted Advisor. It’s worth reprinting here, as it gives a great perspective on negotiating. You can’t negotiate anything until you’ve first sold. One...