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...]

Transactional Selling to Avoid Conflicts Around Price

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The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]

How to Buy Your Dream Client’s Business

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You don’t really buy your prospect's business by giving them the lowest price. When you live by the sword that is price you die by that same sword. And when you allow price to be the issue, you confirm what some buyers really want to believe, namely that they can have best, … [Read more...]

Fearing the Wrong Dangers

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You fear the wrong dangers. You fear asking for commitments: Your fear of asking for commitments is based on your belief that your prospective client will say “no” and that you are unprepared to respond appropriately. Your fear of asking for commitments may also  stem from the … [Read more...]

How to Turn a Transactional Relationship Consultative

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When you engage a new prospect for the very first time, you have to decide whether or not you are going to be a transactional salesperson or a consultative salesperson. Your dream client doesn’t know who you are, and they are going to do their best to discern how to think about … [Read more...]

Don’t Let Them Change You

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There are many good reasons to turn down business that you could win. But the most important reason to turn down business is when taking it would mean unintentionally changing your business strategy. Some sales organizations end up changing their strategy to lowest price without … [Read more...]

Sell Your Higher Price From In Front

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The last thing you want to do is to defend your pricing after it comes under … [Read more...]

Plus the Value You Add

Despite how common it is, of the toughest challenges a sales person (or sales organization) can face is having a product or service with the same cost basis as their competitor's. You each pay the same price for the component parts that make up what you sell, whatever that may … [Read more...]

Why You Need to Start Stacking

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One brick is strong. Two bricks are even stronger. Three bricks stronger still. Stacking makes something stronger. It makes it sturdier, less vulnerable. How Are Different? Don’t tell me. Let me guess. It’s your people that differentiate you, isn’t it? And since the three or … [Read more...]

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