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...
by chris | Jun 23, 2017 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You...
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 | Dec 5, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the...