by chris | Sep 21, 2018 | Profit Maximizing Price, Sales Leadership, Uncategorized
After speaking at a conference recently, a sales manager approached me to say how his company is seen as the premier company in their industry for their quality and service. He went on to say how everyone loved them, and then he dropped the bombshell. He said the...
by chris | Nov 13, 2017 | Sales Motivation
As salespeople, we have this tendency to talk sometimes when we shouldn’t. One of those times you need to practice the art of silence is after you give your price. The more disciplined you become in this, the greater your sales motivation and the less tendency...
by chris | Oct 25, 2017 | Profit Maximizing Price, Sales Process, Sales Prospecting
Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.” Does this hit home with you? I suspect it does, as it’s...
by chris | Jul 19, 2017 | Profit Maximizing Price, Sales Process
Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say...
by chris | Jul 12, 2017 | Profit Maximizing Price
The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just...
