by chris | Jul 12, 2014 | Profit Maximizing Price, Sales Process
Too many salespeople and companies look at profit the wrong way! I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. But quantity of sales won’t ever...
by chris | Jul 10, 2014 | Profit Maximizing Price, Sales Motivation, Sales Process
We all have at least one customer with whom we just don’t like working, right? You may think I am going to say “fire” any customer who falls into this category, but that’s not exactly the path I’m going down. We can’t fire all of...
by chris | Feb 27, 2014 | Profit Maximizing Price, Sales Process
We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. Here is number 5 on the list: 5. Don’t offer discounts. Period. In the end this is a pretty simple, and yet incredibly difficult to do. This is the reason I tell many sales managers...
by chris | Feb 25, 2014 | Profit Maximizing Price, Sales Process
I’ve been moving through our list of 5 Secrets to Selling at Full Price. We have come to number 4 on the list: 4. Be Prepared to Walk Away. If you are afraid to walk away, then how will you ever face the music and not cave on price? The only you can be certain...
by chris | Feb 22, 2014 | Profit Maximizing Price
Ever have a customer who just keeps taking from you? They become incredibly high maintenance, don’t they? This is the type of business you have to let go. Surprisingly, it also is the business that could end up being profitable down the road. This is a key...