by chris | Oct 19, 2013 | Sales Motivation, Sales Process
Some customers are a tremendous drain on your resources. And you need to fire them. I know what you’re thinking — that the whole idea of “firing” a customer seems very counter-productive. Truth is, though, that some customers cost you more...
by chris | Oct 8, 2013 | Profit Maximizing Price
The prospect asks you what your price is. You’ve barely met them and you’re eager to close a sale, so you give them your price. The customer hears your price and then starts to ask for a discount. You’re still eager, so you throw them a bone, hoping...
by chris | Jun 11, 2013 | Profit Maximizing Price, Sales Mindset
Why would anyone pay more for something? Unless they see some sort of value or benefit in it, they wouldn’t. This is why customers simply won’t pay more for anything they view as a commodity or — in sales terms — “a feature.” If...
by chris | Jun 8, 2013 | Sales Motivation
Do you have sales mentors with whom you can be real about your sales successes, struggles and strategies? I find it vitally important to have 2-3 sales peers who you can connect with on a regular basis. This kind of connection will help all of you increase your sales...
by chris | May 22, 2013 | Profit Maximizing Price, Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
Your customer won’t notice as much as you think. Surprisingly, most customers don’t know or remember your price as much as you realize. If that’s the case, then why would you think rounding your price up is going to cost a lot of business? ...