Over time, the price you charge your client is inadequate, no longer allowing you to create the value they’ve come to expect from you. All of the inputs you invest in to serve them increase over time, and at some point, you have to raise your…Continue Reading
Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Those behind on their goal offer to lower…Continue Reading
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying more to obtain.
When you provide your higher price later in the sales conversation, if you have not differentiated…Continue Reading