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...
by chris | Dec 20, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy...
by chris | Sep 17, 2015 | Profit Maximizing Price, Sales Process
Why would you want to cut your price? Just because your customer is looking for you to reduce your price does not mean you need to do it! Lowering your price is never a “one-time” event. It’s permanent. The money you give up is gone for good and,...
by chris | Jul 24, 2015 | Profit Maximizing Price
Salespeople will always argue that offering a small discount doesn’t hurt and is the right thing to do for the customer. Some salespeople will say they need a little discount to make the customer feel special or to help spur their decision to buy or any number...
by chris | May 12, 2015 | Profit Maximizing Price, Sales Process
I was speaking to a sales organization that was under a full throttle “price attack.” Every salesperson was complaining how customers were being adamant about receiving a discount if they were going to buy. It was clear they needed a solution and one they could...
