by chris | Mar 12, 2015 | Sales Process
The last thing any salesperson needs to be concerned about is their price when they find themselves talking to a new prospect. I have watched far too many salespeople mentally take themselves out of the running with a prospect, all because they’re fixated on...
by chris | Mar 5, 2015 | Profit Maximizing Price, Sales Process
We’ve all had customers who are on the verge of buying, and then suddenly for one reason or another, they decide to wait. The excuse they use might be real or it might be bogus, but the effect is the same — no sale now! Being able to overcome this buying...
by chris | Jan 2, 2015 | Profit Maximizing Price, Sales Process
We all want to think we can raise our prices or minimally not have to discount our prices. Easiest way to do this is by narrowing your value proposition. You might say the way to get more is by offering less. You read that correct — offer the customer less...
by chris | Dec 16, 2014 | Profit Maximizing Price, Sales Process
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...
by chris | Dec 11, 2014 | Profit Maximizing Price, Sales Process
I have been asked this question hundreds of times by salespeople, marketing teams, business leaders, CEOs and business owners. In fact, I’ve even asked myself the same question a number of times regarding my own business. Are you ready for my answer? Here it...
