There is a pricing strategy that you can use that will help you avoid giving a discount. You have to use the power of contrast in the way you make your offer. Once you get the hang of it, you will find this to be one of the most effective ways to secure the...
One of the reasons salespeople don’t get the price they want or are pushed to offer a discount to close a sale is due to their value proposition. Too many salespeople use a single value proposition. They do so because they’ve had success with it and they’re...
The phone rings and the person says they just want to know your price. Is this a customer, a prospect, a suspect, or just somebody knee-jerking you? We’ve all had that price statement posed to us in one form or another. It’s tempting to get excited, and...
Too many salespeople and sales managers are “asking” a customer for a price increase. This is the wrong approach! You need to confidently tell the customer you are taking a price increase. This isn’t about arrogance. It’s about confidence and...
The real reason price increases fail has more to do with the salesperson than the price. Too many salespeople genuinely do not believe in their price increases. And this lack of belief comes across in their demeanor, attitude, body language and tone of voice. You can...
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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