You will always find yourself discounting your price if you don’t know the real reason why your customer wants to buy from you. It sounds easy to know why your customer wants to buy from you, but because it seems easy is exactly the reason why it’s so...
This is a question I get asked a lot. Recently, I was sitting in a room of salespeople discussing ways to grow the business, and one salesperson was adamant the easiest way to grow sales would be to cut prices. The argument was based on how the prices he was...
The argument is about as old as the oldest profession. You know the argument I’m talking about. It’s the one where the salesperson argues they could close more sales if only they could discount the price. In fact, I contend it’s more than an argument – it’s a...
Your price is a reflection of you, and the last thing you want to be seen as is a low-price salesperson. The reason is simple. If you’re known by the low prices you charge, your customers will do one thing — push you to offer an even lower price. On the...
You’ve had customers push back on your price, right? What did you do? Did you immediately negotiate? Did you lower your price? Or did you ignore their first objection? My suggestion is that you don’t even acknowledge their first objection. That’s...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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