by chris | Jun 25, 2014 | Profit Maximizing Price, Sales Process
Whenever a salesperson asks me about the “best” time to implement a price increase, my quick answer is, “Right now!” Of course, after I say this, the salesperson wants me to back up my response, which is a good opportunity for me to tell them that whenever they take a...
by chris | Apr 16, 2013 | Profit Maximizing Price
The easiest way for you to increase your price is to increase the outcomes your customers receive from using what you sell. Think about it for a moment. Your customers will pay more if they believe they’re getting more, and that means the secret lies in being...
by chris | Apr 2, 2013 | Profit Maximizing Price, Sales Process
Want to know why price increases fail? 1. The salesperson doesn’t believe in it. 2. The Sales manager doesn’t believe in it. Go ahead and argue with me. I’m ready to hear your argument. Here’s mine very simply put: There is no way a price...
by chris | Feb 16, 2013 | Profit Maximizing Price
The real reason price increases fail has more to do with the salesperson than the price. Too many salespeople genuinely do not believe in their price increases. And this lack of belief comes across in their demeanor, attitude, body language and tone of voice. You can...
by chris | Dec 1, 2012 | Profit Maximizing Price
Want to have greater success with your price increases? Of course you do! Stop calling them price increases. Instead, use the words “price adjustment.” Using language like this immediately puts you in a position to demonstrate to your customers how the...
