by Mark Hunter | Oct 9, 2019 | Profit Maximizing Price, Sales Prospecting
The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either... 
by chris | Nov 21, 2012 | Profit Maximizing Price, Sales Process
Time is the one resource that is limited. Everything else can replaced or remade. When we begin to realize this, and more importantly, when our customers begin to understand this, it can change dramatically the value of what we are offering. Does your price reflect... by chris | Apr 27, 2012 | Sales Process
As promised, I’m cruising through the specifics of my 5 Sales Tips to Maximize Your Price. We already covered Sell the Outcome, Not the Activity. Today we are focusing on what it means to… Sell the urgency of the customer’s timeline. Customers are far more...
