by chris | Aug 7, 2015 | Profit Maximizing Price, Sales Motivation, Sales Process
The believability a customer has in you will only be equal to or less than the credibility you’ve established in their mind. The believability a customer has will determine their belief in the outcomes they expect to receive. The price they are willing to pay...
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 | Jul 16, 2015 | Profit Maximizing Price, Sales Process
“We’re $11.00 cheaper per month!” That was the entire value proposition given to me by the gentleman standing at my front door. It was a Saturday afternoon and the doorbell rang. A gentleman asked if we have a pest control service and if so what we...
by chris | Jul 10, 2015 | Profit Maximizing Price, Sales Process, Sales Prospecting
I don’t care how someone tries to argue it, a selling strategy based on being the cheapest simply does not work. Sure, you might make a quick sale, but in so doing, you will destroy your long-term business prospects. Below are 7 reasons why a low-price strategy...
by chris | May 6, 2015 | Profit Maximizing Price, Sales Process
Yes, there are some rules of pricing, particularly if you are taking a price increase. You know you have to increase prices with a customer. If you do it correctly, you’ll protect your profit and continue to provide the customer the value they want....