by chris | Nov 23, 2016 | Profit Maximizing Price, Sales Prospecting
United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Check out at this link a...
by chris | Nov 1, 2016 | Profit Maximizing Price, Sales Process
Why are you discounting your price? I sat down with the folks from Salesforce and shot the below video dealing with this issue of why we feel we need to offer a discount: Discounts are given for two reasons, and if we look deep enough, the two are the...
by chris | Sep 19, 2015 | Profit Maximizing Price, Sales Motivation, Sales Process
Invest! That’s right. Customer’s don’t want to “buy” anything. They want to invest. Customers will invest when they see that the value they are getting is equal to or greater than the money you are expecting them to give you....
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 | Aug 14, 2015 | Sales Leadership, Sales Process
Listening to a successful small business person being interviewed a few weeks ago, I was struck by a comment he made about his success. He was asked if he saw himself as a salesperson. His response was, “No, that’s the last thing I would want to be, I don’t...