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Archive for the ‘Value selling’ Category

Aug 1, 2013

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

Jul 25, 2013

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

Jun 20, 2013

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

Apr 25, 2013

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