The job of the salesperson is to create value for their client AND to capture some of the value that they create for their company. There are some iron laws about not selling price. You must justify your higher price You cannot command a higher price without demonstrating … [Read more...]
Selling Price: How Not To (Part Two)
June 20, 2010 By 8 Comments
Buyers are going to ask you about your price. Sometimes they will ask you about your price before they will even agree to a meeting. Sometimes they will ask you about your price during your needs analysis. They are absolutely going to ask you about your price after you have … [Read more...]
How Not to Sell on Price: The Iannarino Principle
June 19, 2010 By 5 Comments
I have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound like a salesperson, those who wish to be trusted advisors (even when that means that they cannot ask for commitments), and those who believe that they are … [Read more...]
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