Archive for the ‘Value selling’ Category
Thoughtful Thursdays – Your price is too low
Last week your price was too high and this week it is too low. In both cases, without due diligence on you part a potential customer can be lost. Go figure! It starts to sound… Read More
Thoughtful Thursdays – Your price is too high…
…or is it? I don’t mind hearing this from a prospect because it tells me the negotiating phase of the sales process has begun or is still in play. How you respond is very important. Less… Read More
Thoughtful Thursdays – People buy from people they like…
… how do you want to be liked? The easiest way to be liked by your customers is to give them a deal. The easiest and therefore the most tempting. Today’s people buy from people… Read More
Thoughtful Thursdays – Don’t make “Yes” your reflex response to price objections
Today’s thought is a plea to sales people everywhere. Promise yourself that when your prospective customer raises a price objection, you will stop an consider your options before responding. Unlike your knee jerking when the doctor taps the correct… Read More