Episode 41 – High Profit Selling with Mark Hunter

Price. If you’re in sales, it’s something you’re talking about or you must be giving something away for free. Mark Hunter joined me In The Arena to talk about how to win the sale without compromising on price. We discussed practical ways to shift the focus off of price in client … [Read more...]

How to Create Greater Value

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If you want to move from transactional to consultative, here is where you start. Spend More Time in Discovery: Spend more time in discovery understanding your dream client's real needs. You want to understand the needs that they know how to express, and you want to understand … [Read more...]

Lowest Price Comes at a Cost That Is Too High

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The resort where my family and I recently stayed has a contract with a transportation company. The transportation company mainly moved people from the resort to the theme parks and back, but they also transported them to shopping malls, restaurants, and other stores. It is a nice … [Read more...]

Some Thoughts on Pricing Power

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There are gaps worth noticing when it comes to pricing power. Two Levels Deep If your client’s clients don’t have pricing power, they will expect your client to help absorb their weakness. Your client’s client can’t capture value, so your client struggles to capture value. … [Read more...]

Price Is An Expression of Value

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Price isn’t value. But price is an expression of value. When your prospective client tells you that your price is too, what they are saying is that they don’t perceive enough value to pay that price. So the question you have to answer is “Do you sharpen your pencil or do you … [Read more...]

Four Behaviors That Make You Transactional

Four Behaviors That Make You Transactional

You don’t want to be a commodity. You don’t want to price like a commodity. And you surely don’t want to be disposable or interchangeable like a commodity. If you want to be something more strategic, then you cannot behave transactionally. Choosing the wrong medium: Email is the … [Read more...]

We Can Have the Business If We Match Their Price

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“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 there isn’t … [Read more...]