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Tag: salespeople

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 […]

Change Management: Real Leadership is Required | Strategic Pricing Solutions

Change Management: Real Leadership is Required | Strategic Pricing Solutions

Heraclitus, the Greek philosopher, has been cited as the original source of the statement, “The only thing that is constant is change.” Whether that is his actual statement or is a reasonable variation, it is generally accepted as a truism. However, John Kotter reported in his book Leading Change that 70% of attempts at business transformation […]

12 Purchasing Comments that Cost Distributors Millions | Strategic Pricing Associates

12 Purchasing Comments that Cost Distributors Millions | Strategic Pricing Associates

At one of SPASigma’s recent event – The Battle for Margin, a two-day seminar developed to assist distributors in growing their gross margins.  Much of the seminar revolved around negotiating with buyers. During one of the breaks, Frank Hurtte, Jr. had the opportunity to speak to several distributor salespeople who candidly shared their experiences with buyers. Excerpts of the […]

Do You Still Like Your Surcharge Pricing Strategy? | Sales Motivation and Sales Training

Do You Still Like Your Surcharge Pricing Strategy? | Sales Motivation and Sales Training

A few years ago, it was popular for companies to tack on energy surcharges as a way of increasing the price without (in their eyes) actually increasing their price. For years I’ve talked about how this is a dead-end strategy that will always backfire. Every opportunity I had when working with clients, I would work […]

10 Rules of Pricing Plus 7 More You Need to Know | Sales Motivation and Sales Training

10 Rules of Pricing Plus 7 More You Need to Know | Sales Motivation and Sales Training

Yes, there are some rules of pricing, particularly if you are taking a price increase. You know you have to increase prices with a customer. If you do it correctly, you’ll protect your profit and continue to provide the customer the value they want. Here are 9 things you should NEVER do… Never “ask” for a […]

It’s happening again: Big Manufacturers Tightening Up their Supply Chain | Strategic Pricing Associates

It’s happening again: Big Manufacturers Tightening Up their Supply Chain | Strategic Pricing Associates

Mega-Manufacturers continue their proven strategy to sustain profitability in a slow growth economy – tighten up their supply chain. While this is not the first time for many distributors, unfortunately a good many sales managers have forgotten the lessons. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and […]

Are your salespeople headed to a knife fight with fingernail clippers? | Strategic Pricing Associates

Are your salespeople headed to a knife fight with fingernail clippers? | Strategic Pricing Associates

Salespeople go into negotiations with professional buyers on a daily basis, most without real negotiation training. Further, many sellers and their managers don’t really believe negotiations play a role in their world. But they do. The following article discusses why Distributors need to revisit the lost art of negotiation. Excerpts of the article authored by […]