Translating Price Objections

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Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive the value and you haven’t differentiated that value. If … [Read more...]

The Danger in Occupying the Middle

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There are only two real business strategies, and businesses in the middle are being sucked into the gravitational pull of one of these strategies. The first strategy is lowest price, or transactional. To operate this strategy you have to drive costs out of the business. These … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]