by chris | Oct 28, 2014 | Profit Maximizing Price, Sales Process
eHow many times have you received a phone call or an email from a prospect who says something like, “All I’m looking for is a price. How much?” Admit it! We’ve all had calls like this and wow are they tempting. We think the quick quote will result in the quick sale. ...
by chris | Aug 15, 2014 | Profit Maximizing Price
How do your customers define “best price” or “lowest price?” I was conducting a training session for a major company on how to sell at a higher price, and one of the first questions I was asked was how to deal with a customer who was only concerned about price. One...
by chris | Aug 5, 2014 | Profit Maximizing Price, Sales Process
Recently while traveling, I saw this billboard for “TIMELESS plastic surgery.” I couldn’t help but make a comment about it. The key “benefit” is the price point! Now what does that tell you about the value? Let’s put aside what the procedure costs...
by chris | Jul 8, 2014 | Profit Maximizing Price
What is the right level of authority a salesperson should have when it comes to price? This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge...
by chris | Jul 1, 2014 | Profit Maximizing Price, Sales Process
When I’m asked to assist sales teams with pricing and how to move away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are...
