Tag Archives: Price

Got Negotiations? Why? Who wins?

Mon Oct 9, 2017

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objection

People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.

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Should You Offer A Price Discount?

Tue Aug 1, 2017

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SPIN

No matter how much you stress value, there will still be prospects who fixate on price. Requests for a “best price” can cause a rep to immediately discount the product or service–but that shouldn’t be the knee-jerk reaction.

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How to Address Buyers’ Most Burning Question

Tue Jul 19, 2016

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It doesn’t matter what you sell, where you sell, or to whom you sell, buyers all just have one question that needs to be answered, according to Lee Salz, contributing writer for BizJournals.

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Don’t sell short. Negotiate the Price You Deserve.

Tue Jul 5, 2016

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REALITY: You want the deal badly. You need the business. You suspect that your price is too high to begin with. So what do you do? If you’re like most salespeople, you lower your price rather than negotiate. Instead, use these eight concepts from master negotiator Ed Brodow to negotiate the price you deserve.

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How to Shift Your Prospect’s Focus Away from Price

Wed Jan 27, 2016

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What should you do when your prospect starts objecting to your price? Writing for SellingPower, Steve Atlas has a few suggestions.

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How to Shift the Focus from Price while Closing the Deal

Wed Jan 13, 2016

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If you’re new to sales, you might be focusing on the price of your product or service. The problem is, talking too much about price in your early conversations might stall your sales progress. Check out Will Brooks’ recommendations on how to avoid this problem.

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Ad Design: Should Price Come Before Product Description?

Thu Jun 25, 2015

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If your clients have been in business for a while, they’re familiar with the 4Ps of marketing: price, product, place, and promotion. When they are designing ads, have they thought about which detail to show consumers first?

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Avoid Giving In to Price Objections

Mon Feb 28, 2011

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Author Tom Reilly guest posted recently on the blog Simplenomics, writing about his book “Crush Price Objections.” During your career in sales, meeting resistance over cost is inevitable, so Reilly’s article can be useful in squelching those objections.

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When Should You Bring Up Price?

Mon Jan 24, 2011

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How about a little sales quiz to start off the week? Colleen Francis posts helpful sales-related quizzes every now and then on her blog, and she recently included one that deals with pricing.

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