Pricing is a language. It delivers a series of subtle and not so subtle indicators about your business, your product, your service and maybe even you.
Marlon Brando refused to learn his lines. As Sky Masterson in ‘Guys and Dolls’ he infuriated Frank Sinatra to such a degree that, if rumour is to be believed, they only ever spoke with each other through intermediaries. Brando said he thought that the audience didn’t deserve a canned performance, the audience deserved to see him grappling… Continue reading Rehearse My Sales Pitch? No…I Know What I’m Doing…
Is this happening to you? Isn’t it a killer? After you have done all of that hard work and they complain about price – usually right at the end of the sales presentation. They must have had a rough idea of how much this was going to cost, didn’t they? Why couldn’t they have told me they were… Continue reading Customers Love Your Product But Complain About the Price?
No matter how good a sales person you are, you won’t be able to make a buyer do anything that they don’t want to do. Likewise, trying to extract the price you want is a wasted effort if you fail to demonstrate value and worth. Sales Performance Specialist, Sales Consultants/Sales Trainers have long studied the… Continue reading Changing a Buyer’s Perspective – From Prospect to Buyer
There is no doubt in the minds of some of the sales teams I’ve work with that the recession has made people meaner….not personally, but definitely professionally. The complaint is that buyers are pushing harder for discounts, competitors are dropping prices and buying business, buyers are only buying on cost and not considering the product/service… Continue reading Price Perceptions – Recession or New Reality