The Sales Blog
Price and Value If you sell something with a price of X, your customer won’t buy it if they perceive what you sell to be worth X. They have to believe it is worth more to them than X. It must be worth X+. (That + is the value) Here is a simple example. If you buy a book on … [Read more...]
If your business model isn’t lowest price, and it almost certainly isn’t, then you can’t afford to sell price. As much as you believe it would make it easier to sell, it would do nothing to help your produce better sales results. Here are a few reasons why. Execution Is … [Read more...]
A lot of companies need to be more profitable. They struggle to capture some of the value that they create. So they take other measures to be more profitable. The easiest of all measures is to cut costs. The Easy Road (to nowhere) It's easier to push your partners for lower … [Read more...]
“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if … [Read more...]
You can stop chasing the bottom now. You found it. You can't afford to cut your price anymore. You can't afford to make a less money than you're making now. You already can’t afford to deliver and execute on the promises you made. You don’t have the necessary profit. You … [Read more...]
Leaving A Trail of Negativity Behind You