Pricing

Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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CEO Guide to Sales Management – Introduction

Sales Manager

The CEO rarely has any experience of sales management. The boss typically has a finance or maybe operations background. That’s probably because sales managers, (and the sales guys they started out as) have a different skill set. Getting the best out of others through collaboration, communication and compromise isn’t what sales people typically do. They’re [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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Getting a Better Deal for Consulting Services

Sales Manager

Selling consulting services at the best prices can be especially difficult when the economy is struggling the way ours is today. All business owners and managers are more concerned with reducing their costs than they are with improving performance. In these circumstances buying in consulting services is a question of saving money, and buyers trying [...]

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Learn to Love Your Price

Sales Manager

If price is going to be another tool, and a powerful one, in our bag we should learn to use it well and grow to love the options it gives us.

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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