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Selling a Higher Price in a B2B Environment

Even the most sales savvy among us has had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is important to remember that our customers have […]

Unselling What You Just Sold

I’ll never forget the first time it happened to me. The presentation with the customer was going well. I had prepared extensively. In fact, I had not just spent more time than normal, I had stayed up nearly all night to make sure I had every element covered perfectly in my presentation. For me, this […]

Price Cutting is for Sissies

Sales is all about closing the deal, and in order to achieve that goal, a purchase price must be agreed upon. All salespeople, at one time or another, have had their price challenged. What do you do when that situation arises? As much as everyone in sales would like to consider themselves “great closers,” in […]

Selling Skills: Your Customer is Lying. Did You Catch It?

If you can’t trust your customer who can you trust? Sorry, but you can’t trust your customer, especially when they start talking….. As much as we hate to admit it, at one time or another, we’ve all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, […]

Maximizing Your Price in a Soft Economy

Establishing maximum value for your price is never easy. In today’s volatile economy, it’s even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer’s response to a price increase is rarely positive, with the usual line of […]

Are You Giving Away Your Profit?

Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here’s a sample of that typical conversation: Salesperson: “We have to cut our price to get the […]

Only Losers Cut Their Prices

In today’s marketplace, offering discounts seems to be the number one technique people are using to try and get business. Management has bought into the age-old argument that the only reason their salespeople can’t sell more is because their price is too high. It’s time to put this to rest. This argument of cutting prices […]

Does Volume Make Up for Low Price?

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the expectation that this […]

Your Customer’s Price Investment Ratio (PIR)

Have you ever really considered how price affects your customer with regard to their perceived benefit? Too often, we use a simplistic approach to determining a price — figure the cost to produce a product or service, tack on some arbitrary percentage, and call it good, right? Price, though, is consequential in ways we may […]

Why Buyers Love to Delay Buying

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can’t make a decision. Many […]