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...
by chris | Apr 21, 2015 | Profit Maximizing Price
“Cost-Plus” pricing is a common approach used by many businesses. It’s one that many financial people will argue is the right approach to ensure costs are covered. Approach is you start with your costs and then add on what you feel is an appropriate level of...
by chris | Apr 18, 2015 | Profit Maximizing Price, Sales Process
If you want to feel confident in your price, you have to be willing to walk away. As I have often said, sometimes the most profitable business you get is the business you don’t get. You have to be willing to stand firm in your price and value proposition....
by chris | Apr 7, 2015 | Profit Maximizing Price
I’m amazed at the number of times I get asked this question. I’m at the point where I want to respond by saying, “I don’t answer stupid questions.” Come on! What do you think? The answer is no! You are not “selling” if what the customer is getting...