by chris | Jun 8, 2012 | Profit Maximizing Price
Each week I get at least one person asking me if they should reduce their price as a way to increase sales. My first response is “no.” Under almost all situations, it does not make sense to reduce your price. (With this comment we have to exclude the bids...
by chris | Jun 5, 2012 | Profit Maximizing Price
Would you pay $950 for a haircut? Stylist Ted Gibson charges that and has a waiting list, if you can believe it. (You might recognize his name, as he appears on the TLC show “What Not to Wear.”) Gibson makes no excuses for charging $950, even going so far...
by chris | Jun 4, 2012 | Profit Maximizing Price
The argument is goes something like this: Would you rather have a sale at little or no profit or would you rather have no sale at all? The continuation of the argument is if we can close the sale at little or no profit with this customer just once, we’ll then be...
by chris | May 31, 2012 | Sales Process
Seth Godin’s blog is good. No arguments from me on that. However, his May 29, 2012 entry is one I’m going to challenge him on. His post talks about B2B selling, and in it, he lists the 6 reasons why companies buy. Sorry, but I disagree that...
by chris | May 2, 2012 | Uncategorized
How much do you really know about your customer’s wants and needs? The level of knowledge a salesperson has about a customer will directly impact the amount profit they will be able to maximize from the customer. Sounds so simple, doesn’t it? After all,...
