The reason Apple was able to take on the PC was that Apple made beautiful products that were not plagued with the challenges of the PC—and at a higher price point. At the time Apple executed this strategy, you could buy a PC or a laptop for a…

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…

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…

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…