Thoughtful Thursdays – No more discounts, resistance is not futile
Today’s thought is about resisting the pressure to sell on price. Although it may feel like it, your target market is not a Borg-like collective of people or businesses driven to assimilate you into their way of thinking with the goal of driving prices down. Not only is resistance is not futile, it can lead realizing benefits like higher profits and differentiation from your competition.
Persistence and ongoing commitment to your business will help make it happen. Belief in the value that your product and/or service brings to the table is the foundation. Combine that with appropriate promotional and sales activities and success will follow.
Resist the temptation to lower your prices or offer discounts that result in one time sales. If you are giving something up, then set a measurable expectation for a level of return in exchange for your investment.
There are times when it will make sense to offer price incentives, but this must be part of your overall business strategy, not a temporary action that goes against your sales plan.
If your activities are producing quality opportunities, the targets have been quantified into real dollar potential and the probability of closing has been determined, then it is only a matter of time before your efforts begin to pay off.
Good selling,
Richard
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