by chris | Sep 20, 2011 | Profit Maximizing Price, Sales Process
I’ve been expanding upon a post on questions you must ask yourself when one of your customers threatens to move their business to another supplier. We are now up to question 7 (links to the previous questions are at the bottom of this post). 7. How will other...
by chris | Aug 30, 2011 | Profit Maximizing Price, Sales Motivation
For a few weeks now, I hope your sales motivation has increased as you follow our series Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. We’ve dug deeper into the following questions: How do you know they have even started the...
by chris | Aug 23, 2011 | Profit Maximizing Price, Sales Leadership
I’m confident your sales motivation is increasing if you are following my series Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. So far we’ve looked into the questions How do you know they have even started the process...
by chris | Aug 16, 2011 | Profit Maximizing Price
I’ve been digging into the specifics of my post Will Your Customers Leave You If You Raise Prices: 8 1/2 Questions to Ask Yourself. Last week we looked at question number 1: How do you know they have even started the process of finding an alternative source?...
by chris | May 18, 2011 | Sales Process
When your customer objects to what you are saying, don’t allow your body language to freeze up. It’s amazing how much your body language reveals about what you’re thinking. Professional buyers love to read body language. They do it as a...