Tag: salespeople

Prospecting Dilemma: The Question About Price | Mark Hunter

Prospecting Dilemma: The Question About Price | Mark Hunter

How quickly should the topic of price come up in a prospecting call?  I’m sure you’ve faced this issue. You’re having a first or second conversation with a prospect and the issue of price comes up, and suddenly you’re in a prospecting dilemma about what to do next. Have you ever parked your car in […]

7 Reasons Why Salespeople Cut Their Price | Industrial Distribution

7 Reasons Why Salespeople Cut Their Price | Industrial Distribution

No. 1: Because they can This is one of the strongest arguments against salespeople having pricing authority — because most will cut price when pressed by the customer. In a recent seminar, a group of managers was discussing their discounting levels. One manager explained that their salespeople could discount up to 50 percent off list […]

Crapido: A New Responsibility Assignment Matrix | Professional Pricing Society

Crapido: A New Responsibility Assignment Matrix | Professional Pricing Society

Why is there a need for CRAPIDO? Discover why one pricing professional strongly believes the industry can use another Responsibility Assignment Matrix. Businesses must clearly define roles, especially within pricing, and without organization, they become inefficient, ineffective, underperforming and a drain. CRAPIDO is a way to impart a bit of discipline into the current system. […]

Poor Implementation Does Not Mean Your Strategy Is Wrong | Strategic Pricing Solutions

Poor Implementation Does Not Mean Your Strategy Is Wrong | Strategic Pricing Solutions

When the results achieved by a business are poor or less than expected, should the strategy be changed?  It is a question every entity wrestles with at some time, and typically the worse the results, the more there is a demand to change the business strategy or the pricing strategy.  Sometimes changing the strategy is […]

Pricing Strategy Simplified | Strategic Pricing Solutions

Pricing Strategy Simplified | Strategic Pricing Solutions

Setting pricing strategies can be complicated, but doing it well is essential to the success of your business.  In Wikipedia, you can find 23 different pricing models listed along with 9 laws of price sensitivity and consumer psychology.  Many companies consider that seeming complexity, and decide they would prefer to simply figure out their costs and […]

No Sacred Cows | Strategic Pricing Solutions

No Sacred Cows | Strategic Pricing Solutions

The year 2016 is almost over.  All businesses should reflect on what has worked, and what has not worked; and they should be prepared to adjust in 2017.  That evaluation should include reviewing the results of decisions made regarding pricing strategies and tactics.  Equally important, the evaluation should be rigorous and thorough, and there should […]

Incentives – You Get What You Pay For | Strategic Pricing Solutions

Incentives – You Get What You Pay For | Strategic Pricing Solutions

Lou Gerstner recently wrote an op-ed for the Wall Street Journal, The Culture Ate Our Corporate Reputation, in which he discussed corporate leaders blaming their culture for poor performance.  In the article, Gerstner wrote that leaders were missing the critical component of culture that people do what you inspect, not what you expect.  The corporate […]

Executive Sales Leader Briefing: 5 Ways to Determine Your Price | The Sales Hunter

Executive Sales Leader Briefing: 5 Ways to Determine Your Price | The Sales Hunter

Recently I was asked my view on how to set prices. The issue came up after I spoke at a national trade association conference to a room full of business owners.   The discussion was robust, and as you can imagine, everyone had an opinion. Below is a summary of what I shared with these business […]

The It’s Well Worth the Price Sales Pitch | Process Specialist

The It’s Well Worth the Price Sales Pitch | Process Specialist

Today, once again, I heard “It’s well worth the price” sales pitch from a colleague who was justifying the prices charged by a local, upper scale men’s clothing shop.  I had serious doubts when this shop opened because I did not believe the local market would support shirts selling for over $100 less alone shoes […]

Negotiating and Discounting Are Different | The Sales Blog

Negotiating and Discounting Are Different | The Sales Blog

Negotiations Your customer may tell you that they need a lower price. You counter by offering to reduce your price in exchange for something that provides you with as much or more value than what you gave in a price concession. … When you discount, your prospective client asks for a lower price, and you […]