The Sales Blog
Whenever we find ourselves in a competitive sales situation, it never fails that we find ourselves competing on price. Our dream clients ask us to sharpen our pencils and, in an attempt to win, we sharpen it (sometimes down to a little tiny nub). But instead of sharpening our … [Read more...]
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. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]
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...]
You can’t win if you have already lost in your mind. Nothing has a greater impact on your results than what you believe. Your results are a reflection of your beliefs. Holding the belief that your competitors are stronger than you will cause you to lose to those competitors. … [Read more...]
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now equal when it comes to … [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...]
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