by chris | Jul 11, 2012 | Profit Maximizing Price
An easy way to get a customer over the price hurdle is by having two pricing options — one higher priced and the other one set at your regular price. Retailers are very good at using this technique, and whether you’re in a B2B or B2C environment, the...
by chris | May 12, 2011 | Profit Maximizing Price, Sales Motivation, Sales Process
When is the best time to sell a price increase? I get asked this question a lot and my response is “right now.” After I say this and see the expression on the person’s face, I then have to back up my response with my rationale. Taking a price...
by chris | Mar 8, 2011 | Profit Maximizing Price, Sales Process
Selling a price increase can always be a challenge. Right now the environment for selling a price increase in many industries is next to impossible. There are a lot of customers who are not only pushing back on a price increase, but are also expecting a price...
by chris | Mar 3, 2011 | Profit Maximizing Price, Sales Motivation, Sales Process
Recently I shared with you 9 things not to do when selling a price increase. Equally important is what you SHOULD do when your company has told you, “It’s time to take a price increase.” The number one thing on your list is to communicate the news...
by chris | Mar 1, 2011 | Profit Maximizing Price, Sales Motivation, Sales Process
The decision has been made. Your company is taking a price increase and it’s your job to go out and make it happen. You knew it was coming but you were hoping it wouldn’t happen. You would rather management find other ways to maintain profit without...
